Hardly a sales professional will have gone through their careers without hearing this piece of advice: hard work is gold. Sales veterans will tell you that some thick-skinned, determined hard work is key to getting more leads and making more sales.
As someone who is on call nearly 24 hours a day, I agree that hard work gives talent the kind of mileage it can never achieve on its own. But even the hardest-working salesperson cannot fulfill his true mandate without a bit of magic. That’s because to me, a salesperson isn’t just a person who sells – he is something of a genie, someone who makes things happen, sometimes seemingly out of thin air. Here’s how.
Many colleagues come to know of Corporate Sales during staff mega sales, where Jebsen and other branded products go on offer at superb deals. These sale events are so popular they are often seen as synonymous with Corporate Sales! But in truth, this is only one small part of our work.
Corporate Sales isn’t just about taking the products that we already sell and making more people buy them. Our real job is to craft solutions, complete answers to our potential clients’ wish lists. We do that by using a process not unlike the one employed by the genie of the lamp himself: First, we ask questions, digging deep into our client’s needs and what will truly please them. Then we look within, assessing our resources, team support and products across our brands. And then, we exercise our creativity to bundle and build a unique total solution that makes our clients’ dream come true.
Recently I met a designer from a corporate group and secured an opportunity to enhance the Group CEO’s office using Jebsen brand products. As that project progressed, we met other designers from the Group’s property arm. When I found out that they were working on a few new properties, ideas started brewing in my head. We have fantastic products across Jebsen and managed brands like Dyson, Bodum and Airfree that would be perfect for these projects! My team and I came up with a solution, proposed it, and I’m happy to report that new residents moving into the Group’s three properties will see their apartments outfitted with Jebsen brand products.
But here’s where my work differs from the fictional genie’s. These “wishes” we grant – the solutions we deliver to our clients – do not come from the effort of one. The true magic in my formula is the productive relationships we cultivate with various internal teams. To fill the corporate group order stated earlier, for example, I needed to have numerous meetings with members from our internal teams, get their buy-in, work meticulously on the delivery schedule and logistics, and be always ready for client queries and possible issues. I wish I could do it all with a flick of the finger, but the reality is that this is a long and often challenging process that takes grit and patience to navigate.
I guess I can say I am luckier than the real genie in that I have collaborative counterparts across the company, and a manager who stands behind my passion and believes in me. Their support gives me the courage to think out of the box and be innovative in driving client solutions. So at the end of the day, it isn’t exactly magic that makes the sale. It is a combination of constructive interpersonal relationships, perseverance and creativity – all on top of a foundation of hard work.