| I first heard the term "Helpsman" from Bob Patterson, the CEO of Digital Consulting and Software Services. The idea is that selling has been tied to the word "salesman" for too long. The connection is often a negative thing. However, associating the term "helpsman" to selling is completely different. It sets us apart, redefines the relationship between the two parties, and makes for a renewed interest in serving others.
Someone once said there are no new ideas, just recycled old ideas. I think they were listening to the radio at the time, hearing many recycled songs that were popular 20 and 30 years ago, now making a comeback. Helpsman is a fresh, new idea. I have built much of my career in the profession of selling. I devote all my time now, training sales people, teaching them new ideas, new habits, and ways to become more effective and efficient in their chosen field. Helpsman is a new idea that can enhance your career.
There are 4 qualities of a Helpsman:
A Helpsman helps people think. This might seem elementary, yet we often rush so quickly into our sales pitch or presentation that we forget to ask good open ended questions. Our questioning should help our prospect and client think. Think about why they are talking to us. Think about the problem they may have. Think about identifying what that problem is. We then help them develop that problem into something that has an impact, ramification, or effect. We as helpsmen help our customers think beyond the problem or the pain, and into the future. A future where they see them using new tools, new ideas, or new products to achieve their goals and objectives. A Helpsman helps people decide. Once you have identified a problem, challenge, desire, or opportunity, you have the responsibility, as a helpsman, to help your customer decide the proper course of action. Naturally, that course of action includes your product or service. Yet, if you are doing your job as a helpsman correctly, perhaps the logical thing is to recommend an different solution that does not include your product or service. You are still acting as a helpsman. A Helpsman helps people imagine. That's right. Imagine what it would be like when.....Imagine what the impact of ____________________ would be to your employees. Image how must faster you could retire with ___________ investment. You, as a helpsman, have to paint vivid pictures in the mind of your prospect and client about the solution to their challenge. Here is an example, "Imagine having a sales trainer that custom develops your training, invests in understanding the subtle changes in your sales force, and provides value before, during, and after the training via automated email training snippets." It is my job to create the vivid picture and the outcome of using my product or service. A Helpsman helps people win. People do things for their benefit not yours. Once you understand this, you'll know that a helpsman seeks ways to help their clients win. As a helpsman, you need to dig deeper into the world of your prospect or client so you know what that win is for them. Once understood, you begin to act on their interest to make their decision a WIN for them.
Here is an example: While working with a smaller association, trying to secure a sales training contract, I knew the win for the executive director, would be an awesome turnout and content packed training. This outcome would position the executive director as a leader in their state association and in the nation. My goal as a helpsman was to insure a victory for this person, so they would enhance their career.
What will it take for you to change from being a salesman to a helpsman? How can I help you in this process? My goal has always been to enhance performance with motivational coaching. Becoming a helpsman is just one of the ways that can be done!
Curt Tueffert
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