From time to time I get a call to meet with someone new to our industry so they can "pick my brain." That has to be a challenge as many think that simply finding the organ is difficult, but there you go.
Yesterday I had lunch with Rachelle Bowers, new sales manager and marketing guru for Bijan Rad over at Syspark. She’s bright, articulate, and ready to go. She has a month of parking experience and knows a few of our buzz words. My take — she will succeed and represent Bijan well.
The issue is mine — what do you say to someone when they ask, between the arrival of the ice tea and the main course "tell me about parking."
I started by listing the organizations she should join, then by asking about her product and where she was going to focus. Her answer seemed reasonable so I gave her some pointers about how I would approach that part of our market.
Then I told her this — I would ask a customer if I could spend a few days actually working in a garage, as a cashier, a customer service assistant, or in lock step with the manager. This way, I said, she could get a "feel" as to the problems experienced by the folks that actually use her equipment and how the equipment helps them in their jobs. She might also get a first hand understanding as to why revenue control equipment is necessary.
I then asked her why some garage staff never take vacations. "Because they are workaholics," she said.
She does have just a bit to learn but she will.
By the way, she did what every salesperson on the planet forgets to do,,,she asked about me. She got me talking about me. Impressive.