The Sales Process is “FOR” Your Customers

  Before my current position, I founded a software company that developed a POS solution for the restaurant industry. When we were starting out, I was the only salesperson in our company. I believed in my heart (my apologies for being a little sentimental) that the product we created and sold was a good product that solved our customers’ problems. Without hesitation, I later sold a system to my in-laws who own a restaurant. Everytime I made a call or gave a demonstration to potential customers, I took it as an opportunity to educate them and believed that this process was actually “FOR” them so that they can get more information to make the best decision for their business. Just to be clear, it didn’t mean that I didn’t want to make the sale, but that I was okay if they decided that our solution was not the best fit for them. So, I hope that the next time you’re picking up the phone or meeting potential customers, you’re looking at it as an opportunity to educate them and not just an opportunity make a sale. It’s worked for me thus far, thinking that the sales process is “FOR” my customers.

  So, what’s the point of this story? Similar to my previous Sales role at my own company, I know that Ideal Software Systems has a very good product and is a very good company (i.e. products that solve customers’ problems; company with great, smart people who care about our customers’ success). Therefore, I have no hesitation in contacting potential customers and answering any questions they might have about our products or services. So, I hope that the next time you’re picking up the phone or meeting potential customers, you’re looking at it as an opportunity to educate them and not just an opportunity make a sale. It’s worked for me thus far, thinking that the sales process is “FOR” my customers.