Can You Sell It?

A week ago if you had asked me what being an architect and selling have in common i would probably have said, almost nothing That was until I spent 90 minutes on the Chicago River listening to a docet from CAF telling me about the history of many of the buildings along our route. Learning about the history, the design and the architects was really interesting and I thought how creative these people are. Then our docet said something that really got my attention. He talked about all the great designs that had never been built. "You not only have to provide a great solution (design) you must be a great salesman". In other words there were some gifted architects, but their names were not on these buildings because they couldn't sell their idea. How many times have you had a great solution (design) but couldn't sell it? Could it be that we spend so much time on the design and then become dependent on it to make the sale? Do you spend as much time qualifying the prospect as you do in working on the solution? How about pre-call planning? How about dealing with the competition? All the great buildings you see are there because someone sold their idea. Make sure you can sell yours.

Comments

[Lora Sisson]

Great point, Walt!!

[Janine McWilliams]

Love how you apply every-day "lessons" into the minds of us sales people. Keep it coming!!!