The Rival: Play the Game, Own the Hustle, Power in Competition, Longevity in Collaboration by Benjamin Von Seeger

Author:Benjamin Von Seeger
Language: eng
Format: mobi
ISBN: 9781491780800
Publisher: iUniverse
Published: 2015-12-18T14:00:00+00:00

• establishing trust and ownership

• delivering consistent results—leading with the willingness to give instead of simply receive

• offering support

• showing authenticity and even vulnerability

• keeping in touch and constantly following up

• informing customers of your successes through newsletters, published articles, press releases, and social media

• developing ongoing collaborations and coalitions

The truth is that we are all connected to each other in some way or another. I believe the rule is something like six degrees of separation between each of us. So the work of fostering relationships with people is not in being connected to someone else in particular, it’s what you choose to do with that connection.

Legal Considerations

The Latin proverb Verba volant, scripta manent, or “Spoken words fly away, written words remain,” became my dictum when I started in sales. My knowledge of Latin helped me in two profound ways: it enabled me to learn more languages, and it gave me this quotable reminder that all of my work would amount to smoke if I didn’t get it down on paper to sign, seal, and deliver a deal. Language skills helped in breaking barriers and building connections with others. You may think I’m talking about this book, which is applicable, but I’m also referring to the legal world of contracts.

Contracts serve the purpose of outlining the relationship between two companies. There is no way either company can get to work without the contract. Think of it as the rulebook of a football game. A contract sets boundaries for a working relationship and establishes a fair way of overcoming mishaps whenever a disagreement occurs. It also includes provision rights, obligations, and services provided—a document of expectations for both parties.

The goal of every salesperson is to get to the contract stage of the discussion. Once you have a soft yes, you get the lawyers involved to iron out the particulars of the deal. As someone whose quota depends on the signing of the contract, it is my top priority to make sure that both parties, their company and mine, reach an amicable agreement and build consensus. You can spend all the time you want talking about a deal, but unless you close and put it to paper, you will not receive compensation for your time, craft, and patience.

With lawyers involved, what is a global salesperson’s role in the contract phase? When it comes to contracts, there are many places where your hard work can come to a full stop. It all comes down to communication. Throughout my experience, I learned that I had to be the one greasing the wheels to keep the machine of lawyers, executives, and other voices working together. I always set myself up as the go-between contact for the lawyers and the client. After all, I was the one who built relationships with each of the team members. Eventually, I made myself known to my clients’ lawyers and always made it a point to befriend the individual.

I am the first to agree that lawyers can be a tough crowd.

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