Young Professionals IAEE Weblog

Cross-Post from : Young Professionals Discussion Group:
http://groups.google.com/group/young-professionalsee

There is a lot of talk about the next generation of events, related to Green and CSR…on top of that though I have been thinking about Sales and the way its always been done….

Here are some stereotypes that come to mind related to Sales People:
“The Widget Sales Person” doesn’t matter what it is the person can sell ice to an Eskimo
“The Brown Shoe/Brown Briefcase” been pedaling wares since the 70’s and you can spot them coming a mile away so you hide
“The Elevator Pitch” sounds like a wind up doll so practiced so rehearsed you can’t wait for the ride to be over
“Card Dropping Street Pounder” Ok, we know we don’t like them when they pop up when you least expect it and want to play the card trade game

To me these are old school practices which I hope will retire with the work force. As a Young Professional, who does Sales this method ‘bums me out” and over time has kept me down because management believed in only these methods. Sales is a word I personally would like removed from my title/and our cultures vocabulary. I hope going forward that our culture/generation can bring a higher calling to this portion of business and define a new term.

I look at this as relationship building, giving people what they want not brainwashing them that they need this “thing” - why does there have to be 100 different widgets competing against each other, there certainly shouldn’t be a monopoly on “things” but I do see two viable avenues in the future - the one-stop kings, who thru partnerships/collaboration can provide you everything you need at competitive prices and those who cater to very specific needs and personalities.

I think this should apply to booth sales too, it shouldn’t be about just filling space it should be about bringing the right people in. I went to the WonderCon event in San Francisco and I think it should be a model for all event planners - it was very simple, the exhibitors “would buy what they are selling” there was a mutual love. You could feel the energy from the attendees and the exhibitors. They weren’t in your face selling. Mind you this is a comic book event but why can’t that ‘love’ for what you do extend to all industries. Which goes back to get away from sales tactics, focus on people and give them what they desire. I have been to many events were there is very few attendees on the exhibit floor and the exhibitors are upset but as an attendee why do I want to walk thru a sea of generic pitches…

Well that’s my two cents. Was wondering if there is any other Young Professionals out there in sales and what you think about the traditional sales images…

Jeanavive Janssen
Chair
IAEE Young Professionals
http://www.ypiaee.com

An excellent comment I wanted to include it in the body of this post:

1. Nora Johnson | April 4, 2008 at 10:05 am

While reading through the stereotypes, I couldn’t help but chuckle. The stereotypes exist, and while it may be painful to some who feel they personally relate to one of the groups mentioned, what can we do but acknowledge that they exist and find the humor in it?

I fully agree with your comment regarding relationship building. Every agreement stems from a working partnership - a relationship - one that will be more successful with understanding, trust, communication and a common goal or purpose. If people see beyond the widget and beyond the immediate signed contract to the heart of the matter, be it what truly motivates the buyer or what the organization’s aspirations are, a goal can be set. Then, together, both parties can work towards the common goal, naturally filling in the smaller details. At the end of the day, each brings the other a peace of mind.

On another note, people can sense when a product or service solely translates to a dollar figure in someone’s mind. Positive word of mouth is the most powerful, and oftentimes credible, marketing tool. When a person truly believes in what they are selling - what they are sharing - the true enthusiasm and credibility comes through. Anymore, words are words and pictures are pictures. Technology enables both to rise to a level of professionalism regardless of whether the products or services match that level of professionalism and promise. It is the real conviction of the person sharing their products or the services that may often mean the most.