The title above is a word-for-word quote from a customer referring to my friend Mark, who sells RF components and systems.
Mark wins more business, at higher prices and profit, using fewer resources than any of his peers. Unlike the typical vendor who merely quotes and takes orders, Mark adds significant value to customers by guiding them through every step of the buying process. Customers trust him not only to tell them the truth but also to help them make informed buying decisions.
Mark has almost nothing in common with salespeople who simply take orders at the lowest prices. He rarely involves his management in unnecessary meetings and tasks and is comfortable discussing money and specifications with senior customer executives.
In short, Mark adds far more value to his customers and employers than the average order-taking salesperson. He’s the kind of salesperson many companies need but very few have.
In future blogs, I’ll write more about how to hire people like Mark.