The salesman’s natural enemy is the irritating personal assistant, who is even busier than the oga.
He is also usually used by the ogas to deflect or push you back without looking like the bad guy
In my over 39 years in Sales, I have designed tactics to neatralise them and go past the annoying fellows
- They always have insecurities which feed into their egos, so find it and play it – for example, if u notice she has pimples_say, I can send u a cream that will solve it cos I suffered from it.
- When u walk in or call on the phone, ask for his boss in his first name. So you say I am here to see Aig or Femi or Bola . Immediately he feels you are close and he will relax
- For some, you must be aggressive – I hear you are very difficult fron a lot of people who come to see Oga, I sincerely hope you will not bring it to me cos I have zero tolerance… U will see panic immediately
- Others especially the female variant, you move in with compliments – mbok who is your hairdresser, I need her numbers for my wife
- Gifts, gifts, gifts – little perfumes, small accessories, tickets to shows, small cash esp civil servants and u will see the way they will sell their bosses
- Smalltalk around their interest usually breaks the ice and pulls them closer
- Make them self-important through serious and formal greetings and engagement
- Try to keep boundaries firm but not firm enough to push them back but also not loose enough otherwise u will start paying sch fees and hearing lamentations
- When you finally meet Oga, drop some nice compliments about them – your PA is so professional, and I like the way he handles me. If he is not good, the oga will strengthen it, and if he is terrible, the oga will express surprise. Either way, you have him under your control
- On your way out, always stop to say thank you. Show appreciation and say – I’m so so grateful even though I didn’t get what I wanted, you were the highlight of this experience
Personal Assistants are the gatekeepers, and your relationship with them is usually the make-or-break thing in sales.
Shd I do a Zoom masterclass on handling Personal Assistants?
Duke of Shomolu