Between Selling and Believing

I’ve been accused of a lot of things, indeed convicted on a couple. But being called a salesman is still something that sort of rubs me the wrong way. It might be because of my start in parts. We didn’t see ourselves as salesmen so much as we saw ourselves as partners in the customer’s pursuit of making a repair.

Where is the line drawn that defines one as a salesperson versus say an individual who is passionate about simply delivering products or information that helps another?

I’ll be out again visiting with customers exploring that boundary. My approach to these occasions is casual and relatively stress free as I have nothing to prove, no quota to make or commission to fret over. Rather it’s just to make myself available to hear concerns, discuss issues and in some cases even perform a little IT support that helps facilitate the transferal of information that supports a customer’s maintenance efforts.

All of our sales staff sees themselves first as consultants, working to understand issues they’re made aware of that a customer is experiencing, and then work to resolve those issues drawing on their experience to do so. We all see, measure, and remember the sales that may result from this, someone should keep track of the many occasions where a sale wasn’t the solution, rather it was the help or insights offered. Wouldn’t that measure true value?

In any event while you’re reading this I’m on the road, not filling the role of salesman but rather fulfilling my role in support, support any TLM customer can expect from this dealership.

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