Sales Success

The other day as I pulled up to the doctors office for my checkup, I noticed a pharmaceutical company sales representatives getting a few items out of the trunk of his car.  He grabbed a few boxes and went inside the doctors office.  He was parked right in front of the door.  In fact, outside of the handicapped parking spaces, he had the best parking space in the lot.  It really irritated me to see a young sales representative, in apparently good health, taking the best parking space.  It irritated me to the point that when I finally got with the doctor, I complained.

On my first day of work as a sales representative for P&G 25 years ago, as I was pulling into the parking lot of a grocery store, I headed for one of the spaces near the front of the store.  "Where are you going?" my manager, who was training me that day, asked.

"To get a good parking space." I answered, thinking I was doing her a favor by finding a space near the store entrance so she wouldn't have to walk so far.

"Okay then.  So you take that good parking space.  What about the customers?  You know, the ones that are going to actually go into the store and BUY something."  She had made her point.  So I turned the car around and parked in the most remote space I could find.  That's where I have been parking to this day. 

Being considerate is an important characteristic in selling.  If you have a sales call in an office complex, park at the back.  Don't take up parking spaces that employees could use.  In fact, sometimes it is your advantage to park as far away from the door as possible.  That way, when you take those last few moments straightening your tie or applying makeup, you can be sure no one is watching out the windows. 

It doesn't matter what vertical you work in, make sure that you are being considerate towards your customers.  I did complain to the doctor about what I saw, but before doing so I confronted the sales person who had taken the parking space.  He didn't seem to really care. "It's no big deal,' he said and try to shrug me off.  But before he managed to do so, I did point out to him that it is a big deal when you have a cast or cane and have to walk a few feet further.  And it is a big deal when you have two two bags of groceries in your arm and the rain begins to fall. 

And just as importantly, it was a big deal to the doctor.  After I finished my appointment and my blood work, as I was walking out of the office, I noticed a newly printed sign posted on the door that said, "All Sales Vendors Must Park in the Remote Lot.  If You Have Not Done So, Please Move Your Car Now."

Client first, okay!