I’ve been thinking about my sales style lately, and trying to
understand what I’ve been doing, and how I can be better. I’ve been in sales
for the good part of 10 years now, but I’ve been in sales for an AV integrator
for just one year. It is my first year really selling direct to end users as
opposed to AV consultants and integrators. Selling to end users is very
different in that you have to prove your worth in terms that they understand
and find valuable. Also, you don’t know if the decision maker is the Director
of IT, CIO, or the CEO’s administrative assistant, so you have to tailor your
conversation for your audience. It is fun and challenging!
This first year has been pretty good for me. I had an annual
quota and I hit it in May! In 5 months I sold everything I was supposed to do
in 12. I was shocked! There are many aspects I contribute to my success. Things
like a great company with management that has vision, an amazing technical
team, support folks that go above/beyond, but I have been trying to understand
what has been my unique individual contribution to being successful in sales. I
think I’ve narrowed it down to 3 simple things:
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