Some years ago my wife and I started a tradition of taking the time to enjoy a Saturday breakfast out together. A few weeks ago we made our way to our favorite breakfast spot to continue our tradition. While my wife lingered behind, I waited outside for her when a SUV pulled up and a couple of young men got out to enter the restaurant. I commented on the drivers SUV and a friendly conversation began. Shortly into the conversation, he asked me about the logo on my sweater that just happened to be my “Business Development Concepts” logo. I explained that I was a business development consultant (and probably went into more detail than I should have) about what BDC did. However, he did listen with interest which fed my ego and also fueled me to continue on. The young man introduced himself as John Gardner and told me he was with BB&T Bank in the commercial loan department. He suggested that we meet sometime to talk about sharing leads and other potentially helpful information. I agreed; gave him my card and we went our separate ways.
Fast forwarding……..a few weeks later, after John had followed up with emails, we had a meeting to exchanged ideas on how we could help each other. John asked me to consider moving my banking business to BB&T, at which time I told him that I had just moved my account a few weeks prior to another bank. He understood and simply asked that the door remain open and I agreed. The fact is, within just a few hours after the meeting I decided to move my account to BB&T and here’s the reason why.
I met a young man that took the time outside of the business arena to ask me about my business. He paid attention with interest and patience while I rambled on with both pride and detail about my creation. He then followed up on that conversation with an email and suggested that he was more than willing to again listen to the great plans I had for my infant business and my goals to conquer the world of sales. At this meeting John offered suggestions and even offered to introduce me to others that could help. He even went so far as to say would refer clients when the need would arose.
The fact is, John Gardner didn’t see a guy outside a local restaurant, but saw an opportunity to develop a relationship. He started off by gaining my trust and then followed up with good lead management by continuing to communicate with me. He made clear his intentions and listened carefully to mine. It didn’t seem to deter John that I may not initially move my bank account, instead he continued to offer help in the way of referrals and other important business networking, again placing the prospective customer’s needs above his.
If you ever really wondered what sales is really all about…….this is it. John just did it. Always on the look for opportunity, learn about the prospect and build a high level of trust. The fact is he knows at a young age what it took me and others years to learn. Some so called “sales professionals” will never learn it. I’ve been in sales for over 30 years and can truthfully say that it took me many years to grasp what John Gardner already knows and uses each day. Earlier this week I had 2 appointments and each one of them knew John and had great things to say about him. He seems to be everywhere. One was an employee at a competitive bank and he too had great things to say about him. He’s the new breed of sales professionals. They leverage their communication skills, constant learning with technology to better manage potential business relationships. Most of all they don’t disqualify anyone until they have a valid reason to. He was quick on the follow up and offered solutions to my challenges. It’s great to see the new generation of sales pro’s at work.
As for me, I’m glad I wore my sweater with the logo that day. Thanks to that, I met John Gardner and I truly believe he’s a guy I want to have on my side. When we have time, I’m going to tell him about the old days when we didn’t have email, internet or have smart phones. He might even explain this “texting” thing to me. The bottom line is that it’s great to see the next generation of sales professionals pursuing sales greatness with the new and now proven means of selling. They have opened their minds to the new sales trends and the consumers are opening their pockets due this new breeds disciplined approach.
As to the old sales guys and gals. The game has changed. You had better change too.
