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にほんブログ村
Hello, this is President Yasui, running a one-man company specializing in high-pressure gas equipment inspections.
Although today was Sunday, I was out on-site for work. While working alongside a senior colleague I occasionally collaborate with, we had a conversation about getting clients and the connection between sales and human character. It made me realize how deep that relationship really is.
Should you focus your efforts on those with decision-making authority higher up, or should you direct your energy toward the people you directly deal with, like project managers or field contacts?
Some people, like me, are not clearly one way or the other, while others make it very clear who they prioritize. It seems that those who only focus on upper management can come across as difficult to deal with from the perspective of people on the ground.
Everyone has their own sales style, and as long as the cycle works for them, I don’t think there is necessarily a right or wrong answer.
Sometimes, people act arrogantly—looking down on others, mocking them, or acting self-important. These behaviors can be common in the skilled trades world, but just because they’re common doesn’t make them acceptable.
If left unchecked, this kind of attitude can spill over into how one treats clients. It’s scary when someone appears to be enjoying the interaction, but you can never really know what they’re thinking deep down.
When speaking to others, it’s good to take a moment and reflect: “What exactly am I saying right now?”
That awareness helps prevent you from saying hurtful or pushy things.
If you think about the person in front of you, your words will naturally become more considerate. That kind of mindful communication creates a more comfortable and respectful relationship for both sides.
Even if someone doesn’t feel a strong urge to say, “I absolutely want to work with this person!”—
just getting them to think, “Yeah, I guess I’d be okay working with them,” is more than enough.
That’s the key part of developing your character.
Over time, this translates into stronger sales skills and the benefits that come with them.
Refining your character can also build your self-confidence—and that confidence, in turn, further boosts your sales ability.
Of course, gaining knowledge is also important.
But I believe that in sales, you yourself are the product.
So improving yourself in many different aspects will not only make you a stronger businessperson, but a more compelling human being overall.
See you next time!
(And if you have a moment, please click below!)
[Link to the Management Blog on Blog Village]
