"Are you nuts?" That was the general consensus of my friends & associates when I told them that I was changing careers after 18 years in the equipment industry. I had been involved in construction equipment since 1994 and had seen it all. From rental coordinator to sales to general manager...even 15,000 miles behind the wheel of a tractor trailer.
Making the decision to leave the comfort and familiarity of that industry for the unknown of a software startup seemed like a risky proposition. Looking back, it was probably the best career decision I ever made but the biggest lesson I have learned is how similar the two industries really are.
The More Things Change, The More They Stay The Same
I figured the real eye opener would be my first sales call. Dirt contractors vs. insurance brokers, I thought it would be night and day. Turns out the questions and concerns were the same:
The More Things Change, The More They Stay The Same
I figured the real eye opener would be my first sales call. Dirt contractors vs. insurance brokers, I thought it would be night and day. Turns out the questions and concerns were the same:
- Value - Does the benefit of the product outweigh the cost?
- Service - Will you be my partner or is this a one-time transaction?
- Trust - Would you sell this to a family member?
There are a few more subtleties that come into play regarding tractors (tangible, visible) versus SaaS software (see but can't touch) but these three topics above cover 90% of the sales process.
Sales based on price only makes for a miserable career. Regardless of what you're selling, Value, Service and Trust are not going out of style anytime soon.
For more info about WORKTERRA and our positions on Value, Service and Trust, visit our website at www.workterra.com
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