But first, an admission:
I love Salesmen.
The True Professional– man or woman.
Yeah, I said it.
I always have.
(Deep down inside so do you.)
I love it when they say “I got Great News for you!”
Because I know it’s evidence that they’ve done the work.
And I know they care.
They’re excited. They’re confident.
They can see the “win” that’s in it for me– the WIIFM.
They know the Outcome is going to be GOOD for me.
And I feel it coming off of them.
Those are Victory Chemicals.
And we want some of that.
They are Difference Makers. Truth Tellers.
They are Order-Makers. Not Order-Takers.
And when they’ve done the work in preparation,
when they can see the Solutions to our Problems
they confidently proclaim
“I got GREAT NEWS for you!”