by Paul Kearley
You are making a sale. You have a lot to say. You want me to like you so I’ll buy.
The thing is, I don’t care how fancy your brochures are, or what you did for my competitors, I care about my company and I care about the people who I am lucky enough to have work for me.
What I am interested in is if you know enough about my business and understand it sufficiently to teach me something I didn’t know that is of value.
What I want to know is if you can make benefits happen in my business that will be unique to us and not the same as the last client you told me about.
What I will support is if you have the confidence to take control of the situation and find ways around roadblocks and go the extra mile.
You see, sales is not about you, the salesperson, but about me, your customer, and you may not believe this, but I want you to be successful because it will benefit me as much as or more than you.
Teach me something and I’ll respect you.
Make it work for me and I’ll support you.
Take control over the details and make it happen and I will tell the world about you.
~ Paul Kearley
Managing Partner, Dale Carnegie Business Group – Maritimes Division
(506) 432-6500 / firstname.lastname@example.org