How many of you have “caught” your non Seller colleagues, red-handed, in the act of developing business? My goodness, there they were, engaged in an online, in person or phone conversation with a potential customer!
How did you lose control of the situation?
In your mind, if a potential Buyer contacts your company, whoever answers the phone should know, automatically, that all such calls go to you, the Seller.
- The problem is that you weren’t available.
- The problem is that this non-Seller colleague of yours didn’t feel it was appropriate to siphon the caller off into your already jam-packed Voicemail account.
- The problem is that no one told that non-Seller that they couldn’t sell, if they wanted to.
Yikes, who let this horse out of the barn!
- The scenario was that your non Seller colleague picked up the phone call before it diverted into Voicemail. They decided to be responsive and available to whomever was on the other end of the line.
- The scenario was that your non Seller colleague looked around, in panic, when they realized that a Buyer was on the line and there was no other resource to field the call – but them.
- The scenario was that your non Seller colleague had a delightful discussion with that Buyer, took a bunch of notes which they gave to you, you read those notes and found them very complete, and now you have a red hot lead to pursue.
Your unintentional, nontraditional Seller colleague developed business for your company.
They enjoyed their experience. You can count on them to answer the phone the next time another call comes in, perhaps with a potential Buyer.
In today’s competitive global marketplace, selling is part of everyone’s job description, whether it’s stated or not. There are competent individuals in your company who take great pride in representing your company to the public. They take great pride in doing their job and doing what it takes. That may involve dipping their big toe in the Seller’s waters from time to time.
This week, take a look around your workplace.
- Who might be in a position to become a Seller for you?
- What type of information can you provide them to help them be prepared, just in case they pick up that phone and have to step into that Seller role?
You might have just found an ally to collaborate with you in making your numbers this year. In turn, how might you be helping them become for productive and profitable?
Babette N. Ten Haken, President of Sales Aerobics for Engineers®, LLC, catalyzes business transition, startup growth, and professional development. She works with non-traditional sellers, engineers, manufacturers, and technical startups. Her book on sales and engineering collaboration strategies, Do YOU Mean Business? is available on Amazon.com.