Selling is hard. The profession has a bad rap. Sales people aren’t always seen in the best light. The truth is however, most sales people are passionate about what they do and are genuinely invested in the well being of their customers and prospects.
Knowing how hard it is to sell and the perception challenge sales people face, I thought I’d write a letter to our prospects on behalf of all sales people, in hopes it might change a few minds and soften the stance of our prospects.
I know you are super busy. I know you don’t have enough time in your day to get the things done that you need to get done, never mind talk to me; a stranger you’ve never met who’s asking you to give up even more of your time. The truth of the matter is, I want to help you. I want to make your life easier. I want to give you some time back. I want to improve your business. I want to make you more competitive, help you grow and create a better work environment for everyone. I believe I can accomplish this and it’s the only reason I continue to bother you.
I know I look like a pest. I call and email you once or twice a week asking for a few minutes of your time. Please understand, it’s my job. Just as it is the job of the sales people at your company. They too are calling their prospects asking the same. But know, despite my pestering, I believe I can really help you and all I’m asking is for an opportunity to prove it.
Here is my promise. If you give me a few minutes of your time, I promise to come prepared. I promise not to ask silly, time wasting questions. I will have done my homework and understand your business. I will be focused on your goals not mine. I promise I won’t pitch. I promise I won’t bore you with my companies history, number of employees we have and how long we’ve been on some list. I understand, it’s not about me, it’s about you.
If you are willing to fill in the blanks and share the information about your business I can’t get on my own, I promise to listen. I promise to apply the information you share to a solution that makes your world better. I promise that if my product or solution isn’t a fit, I’ll tell you quickly and move on. I won’t waste your time by pushing a solution that doesn’t bring value. If there is a fit, I promise to do the work and show you. I promise to bring valuable, unique, relevant information to the table that will help you get the most our of our engagement. I commit to teaching you and your organization how to improve your business and what is available to you to meet your goals.
I get it. Introducing a new solution or product creates change. It creates more work. I will do everything I can to minimize the impact of change. I’m not going to create more work for you.
Let me say it again. I know I appear to be a pest. But, I honestly believe I can help you. I’ve done my homework. I’m focused on your business goals and objectives. I will help you educate others in your organization. I will prepare you to address the naysayers. I will make sure my solution can be easily measured. I want you to see the value. If I can’t bring value, if my assumptions are wrong, I will quickly move on and give you your precious time back. I’m not here to waste your time, I promise.
So what do you say? Have I convinced you?
Great, then let’s get down to the business of making your business better.
See you tomorrow!
Your Sales Rep