“If you do the right thing for the company you work for, everything will fall into place and you will be successful.” – Janae Dandridge in today’s Tip 656
How do you do the right thing?
Join the conversation below and learn more about Janae!
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today I’ve got another clip from my Sales Success Stories interview with Janae Dandridge, who is the top government sales rep at Tableau. My team pointed out that this is a super common theme among the top performers that I interview and something that doesn’t get highlighted enough in the sales space. Here’s Janae:
Janae Dandridge: I’ve done a day with like, my philosophy is, just do the right thing. My aunt set up when I was younger, If you know it’s wrong, don’t do it. And I apply that to all aspects of my life. So if I know that technology or my technology is wrong for the client, don’t sell it to them. Even though it’s the wrong thing to do for the company, don’t do it. And I think that if you do right for your clients, for the most part, if you do the right thing for the company you work for, everything will fall into place and you will be successful. Things might not come together exactly when you want it. But if you know, in your heart that you’re doing the right thing for your client, doing the right thing for your company, I think you will be successful. So that’s my philosophy.
Scott Ingram: Love that. So within the Janae, do the right thing, philosophy, how would you describe your style?
Janae Dandridge: My style. So I think a lot of people are surprised that they’re on the phone with me. I am going to say I don’t do a lot of talking. I prefer to shut up and listen. You know, I never want to come across as the sales rep who just likes to hear themselves talk or do the dog and pony show all the time. You know, I’d rather just listen to the client, ask intelligent questions or smart questions. I also, to my point earlier, you know, I never feel like I have to answer a question immediately. I am oftentimes transparent about what I can and can’t do or what our company can and can’t do. I’m honest and I let them know when I have to bring someone in to answer the question for them. And most times people are okay with that. Like the people you’re selling to they’re human, they know that they can’t answer all the questions. So they respect when you’re honest and transparent with them, you know, let them know that you need to bring another resource in and 9 times out of 10 that’s okay.
You know, I also really like understanding what motivates our clients to be successful and, you know, kind of what will make them a hero in their organization. I like to cheer them along the way. Again, we’re all human. Like we want to accelerate our careers. We want promotions. We want that award. And so understanding what motivates a client and working with them to get there is, you know, something I really enjoy doing, and seeing them get that outcome at the end of the day through something we worked on together is rewarding. And that’s something I really make sure I try to spend a lot of time doing.
Scott Ingram: For the rest of this interview with Janae Dandridge, be sure to check out episode 105 of the Sales Success Stories Podcast and be sure to come back tomorrow for the final tip in David Weiss’ 9 part series on MEDDPICC. Thanks for listening!