A discussion about sales, sales tips and advice, and about those who land the deal

I'm sharing excerpts from an interview with the CEO of the New Jersey Nets, Brett Yormark, on how they are able to win over customers in a very tough pro sports market.

Yormark talks about how he finds out what his customers think about the product that Yormark is delivering on a nightly basis: His basketball team, the New Jersey Nets.

You often times go into the seats and talk to season ticket holders. Why do you do that and is it effective?

 

 

I'm a little hyper, so I have to walk off my nervous energy during the game. But more than that I consider myself the host of the game. I want to humanize our front office. So I walk around the court, shake hands, give out business cards. It's like a restaurant with a maitre d'. He checks in, asks "How are things going," "How is your meal," "What can we do for you?" So it's not just a waiter and wait staff, but the executive team that's doing that as well. That's what I do. I shake the hands of every usher and security guard when I come in at night. They know me by name. I'm a grounded guy who likes to extend himself to make everyone feel good.

I know a lot of sales reps who make their careers all about themselves, and not so much about the customer.

How are you in that department?  Are you focused on your customers, and keeping in good touch with them by shaking their hands and asking them how you could be doing better?

Are your customers also your best cheerleaders?