The best Salesman in the world is easy to claim, but much harder to live, prove, and replicate. All Products, all industries, all disciplines, have one thing in common - People. Matthew Airey started his career working with people at a neighborhood grocery store. He started at age 16 as a bag boy helping various customers take their groceries from the cashiers to the car. From these humble beginnings he remembers light conversation with customers, never deep, just about them, their family, or the store. Nine times out of ten our conversation ended in 'your such a nice boy' and the customer handing him a tip. He quickly began thinking this was customary and surely everyone else must have been getting these gracious tips as well. To his surprise after talking with the other boys, they hadn't been getting tipped at all, some had, but not as consistently or as handsomely as Matthew had. They began to ask for counsel on what he said to get these rewards, even so much as to say they would split their tips with him if they were taught. Yes, $2 here and there didn't make him rich, but it taught him a valuable lesson. Every time you speak to someone is a chance to be an influence. An influence for a brighter outlook, an influence for a better day, an influence for your product or service. Every time you open your mouth.
Today, Matthew has brokered thousands of deals resulting in an exchange of hundreds of millions of dollars in revenue. He isn't the best salesman in the world because he was a specialist at every product or service he has ever sold...how could someone possibly be? He is a specialist because he understands the sales process, the people, the relationships, and what matters to the buyer. Often times brands, companies, and individuals want a quick cure-all for weak sales, the honest answer is it isn't a quick fix. It's a long-term, relationship-building process that takes time, strategy, and patience from your CEO and CFO. However, when your implementing the system, you are building an enterprise of long lasting customers, friends, and loyal referrals. This system works for small town lawyers to big city technology companies. Again, only because it has on common denominator - People. This is how brands from McDonald's to HP grew from a thought to billions of dollars in transactions. Often times even these large, successful brands take their eye off the prize of a true selling system.
