{"id":238,"date":"2015-02-02T12:00:49","date_gmt":"2015-02-02T12:00:49","guid":{"rendered":"http:\/\/gccwebsites.com\/startupsales\/?p=238"},"modified":"2015-02-03T01:22:02","modified_gmt":"2015-02-03T01:22:02","slug":"a-seasoned-salesmans-strategy","status":"publish","type":"post","link":"https:\/\/gccwebsites.com\/startupsales\/a-seasoned-salesmans-strategy\/","title":{"rendered":"A Seasoned Salesman\u2019s Strategy"},"content":{"rendered":"

\"o-PHILADELPHIA-facebook\"<\/a><\/p>\n

\u201cSales is all about psychology. You have to understand your client and you do that by listening, then asking questions,\u201d Mike multitasked as we spoke, driving into city, checking emails, and occasionally replying via Siri to demanding messages and a prospective. \u00a0Every now and again the car would go into autopilot, keeping us from rear-ending the Nisan ahead or drifting too far into the left lane.<\/p>\n

I\u2019d known the man in the driver\u2019s seat since I was a little girl\u2014I even danced on his feet at my grandmother\u2019s 90th<\/sup> birthday party. He was beginning to gray at the temples and he didn\u2019t seem nearly so big anymore. But he was still the same old Mike, the<\/em> salesman at my parents\u2019 security integration company, ESCA.<\/p>\n

This January, I hopped in his silver Acura and rode around Philadelphia, prospecting clients downtown, out to the city limits. I learned the most during our rides from one office complex to another, listening and asking my own questions. Mike, with 30 years sales experience in his back pocket, offered some advice from the trenches:<\/p>\n