Here's a letter I wish I could send to the manager from my first sales job about trying to spend $$$$ with a tech firm this week. Hope it makes you smile!

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Dear Joe:

I'm writing to say "Thank You!" for being my first sales manager years ago. I was thinking of the lessons you taught me. You see, I’ve been trying to spend $2000 with a company for two days. I already use their product - just want to upgrade - not even asking for a discount - and nobody can close the sale!

Can you believe it?

I remember how important you said it was to prospect every day - to keep going despite leaving messages and being hung up on. But I’m the one who called them and nobody can seal the deal.

I remember how we practiced asking questions and listening to the answers, then making sure our offer was right. But I’ve had to “upsell myself” because nobody has mentioned any extra-features I really would enjoy.

I remember how we managed our “database” with paper-clipped printouts and a pencil; We’d jot follow up dates across the top and notes on the back. Apparently they don’t do that any more - I've had to explain my request from scratch to three different people.

And when I finally said, “Look, I have my credit card in my hand. I will prepay the entire year. Can we get going?” I was told it wasn’t possible. One person had to email another person who would then email me to schedule a time when they could call me to process the upgrade to my account.

I’m sorry, Joe, if I’ve caused you chest pains!

I can’t imagine anyone calling us thirty years ago - ready, willing and waving their money - and nobody closing the sale. I bet even our janitor could have done it - and asked for two years instead of one - without putting down his mop.

Well, Boss, just thought you’d find it funny. Maybe times are different, ‘cuz it's all mass emails and text messages and chatbots and scripts. But seems to me, someone's missed your old mantra:

Nothing happens until you make the sale!

Respond quickly.

Inquire carefully.

Listen intently.

Offer smartly.

Ask for the sale.

And the referral.

But as you used to say, Joe,

“Mr. Ferrara, when the customer’s

Ready to buy, don’t get in their way!”

Say “Please” and “Thank You!”

Then take their money -

And call it a day!

#alwaysinspiring