Soft and easy does it!

What better way to start a New Year than by extolling a friend who creates value for his clients and prospects.

PG and I often make joint-visits to clients. While I promote my talent development initiatives he would sell Internet Security and High Speed Bandwidth solutions.

But Sell may seem too strong a word to use for his approach to business – we often associate selling with pushiness and high-decibel pitches.

During a recent visit to a reputed Engineering College our First Point of Contact informed us that there is an immediate need for Internet Security Solutions and that the Systems Administrator was already in conversation with several suppliers. While a regular Sales Executive would have rushed to the man and started a major pitch to win the deal my friend did the opposite. When we reached the System Administrator’s office PG started asking about the IT infrastructure the college had in place and what thy had in place for managing security and for intrusion control. He permitted the man to speak at length about the IT policy, the equipment being used and the people who were currently supplying products; eventually it was revealed that they were indeed looking for Security Solutions.

But, like PG had already surmised the solution being considered by the college was of a lower specification and it wouldn’t make sense for him to push anything from his portfolio. Instead he spoke about ways in which he can help them build on what they have so that the IT infrastructure is more robust and safe. He offered his expertise for free and, I am sure, that made a huge impact on the Systems Administrator. He would definitely call PG for advice and support when they plan the next upgrade of the IT infrastructure.

While at the outset it may have seemed unprofessional to let an opportunity go by it became evident later on that he was laying the foundation for bigger opportunities in the future.

And this was later confirmed by two other friends who done business with PG – they were buying broadband connectivity from him and the approach I mentioned above was seen in action by both. It would have made sense for him to give more bandwidth that was required when these gentlemen asked. They also asked for equipment that would be of a higher specification than their current requirement. PG persuaded both gentlemen to go for a lower spec item because it would do the job just fine and that if they required more bandwidth it could be acquired cheaper on a future date because given current trends the cost of bandwidth would drop further.

Both gentlemen were impressed with my friend’s soft selling style which gave them long-term value. He could have gone for the kill but staunchly refused to do so and thereby built stronger relationships with his clients. They wouldn’t think twice about recommending him to all their friends and business associates.

By selling less, he was selling right; PG was actually opening doors to bigger business opportunities – its smart selling.

Let it not be thought that PG doesn’t Sell, he sure does that but with a softer, more long-term approach. His customers may take time to buy, but when they eventually do so they would keep buying from him for longer periods of time.

Now that is real selling!

Isn’t that a great way to begin the New Year? May you succeed in all your endeavors this year … Wishing all of you the very best in 2014!

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