Written 6-9-2016
There’s a school of sales that says whenever someone is trying to sell something to someone else both parties are underwater while the negotiations are occurring. The potential customer is saying things like, “Is this guaranteed?” “Is this too expensive?” “Who else bought this?” After each question, the salesperson is quickly providing verifiable answers that will highlight their product or service. As all the questions are being asked and answered both parties are moving upward to the top of the water line. Finally, the last question is asked and answered successfully then suddenly both the customer and salesperson break free of the water and begin taking new breaths of fresh air together!
The sale is completed.
Today, after an appointment, I revisited and photographed the location of my first breath of fresh air as an account executive. It occurred on March 3, 2016 while I was just off exit 63 on Hwy 82 near Sunnyside, WA.
I had a busy day that day and towards the end of the day I had pulled over off the freeway to call an elusive businessman at his home office about a pending quote. He began the call rather evasive but as we talked more his questions were beginning to be answered more successfully. Finally, he said, “OK, you can come over now.”
Although it would take me 45 minutes to drive to his business and over 90 minutes to complete the paperwork, we both had our first breath of fresh air together while on that phone call together.
It was my first sale as an account executive. Now, nearly 100 days later, I have over a dozen sales with over $800,000 in business already!
What is it they say about how you always remember your first time? Today, I dove by that first-breath as an account executive location again. This time I pulled over to take a quick snapshot although it was a lot more exciting, and sunnier back in March!
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