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Lessons with Vanessa
WHAAAATTT??
Autumn 2004. I decided to join the sales team led by someone I still consider one of the best salespeople and leaders I have ever come across. Vanessa Wright.
After extensive training and shadowing experienced reps, the time had come to prove I could sell on my own.
It was my first day out and Vanessa decided to come along — to support me and observe areas for improvement. I intended to impress her. I had rehearsed my opening, my pitch, the impact. I was going to show her what I was made of.
"Santi, slow down and stay calm — when you speed up, your accent gets thicker and it's harder to understand you," was Vanessa's advice before we knocked on that first door at Birkbeck, Department of Cell Biology.
I knocked twice. "COME IN," I heard. Deep breath. This was my moment. "Good morning, my name is…" I made my entrance with composure, with poise, with confidence — the benefit of multiple rehearsals and knowing your boss is right behind you, watching your style, your preparation, your craft. I was about to nail it.
"WHAAAAATTTT?" A guttural sound, hanging in the air, echoing down the corridor, as if rising from the deepest pit of hell. I looked at the confused eyes staring back at me. He hadn't understood a single word. Shit.
Sweat on my forehead and hands, mouth going dry. Breathe. "Slower," I told myself. Second attempt. "Apologies, let me introduce myself, my name…" Voice slightly shakier now, glancing sideways at Vanessa, who encouraged me with a look. I finished my introduction for the second time. Waiting.
"WHHHAAAAAAATTTT?" This time I was certain: it would be my first and last day as a salesman. If I wanted to leave a mark and make a big impact, mission accomplished — I was going to be memorable. "Be careful what you wish for," my grandmother used to say.
Vanessa stepped forward, took the baton, introduced herself — with considerably more composure, clarity and confidence than my five rehearsals in front of a mirror had achieved.
"WHHHHAAAAAAATTTTT?" The screech rang out again, to Vanessa's surprise as much as mine. A small thread of hope appeared — he couldn't understand Vanessa either!
Vanessa walked into the room and within ten seconds had read the situation. The professor of Cell Biology had a hearing impairment — the man couldn't hear a cannon in a pirate ship. His hearing aid wasn't in. He waved us inside.
Vanessa moved closer and, with a creativity I still can't explain, managed to communicate. She found our book in the pile of titles awaiting evaluation. She managed to show him the strengths of the new edition. How? I still have no idea. But she did it.
Twenty minutes later we walked out with the biggest Biology adoption at Birkbeck. I kept my job. And more importantly, I decided I had found someone to learn from.
Never give up. Read the room. Watch your client, not yourself. React to the unexpected quickly, with confidence and with humour.
First day, first lesson. Vanessa will be back as a guest character. Some role models stay with you forever. She is one of mine.
You are not alone out there — look around and find people to learn from. People who inspire you and make you a better professional and a better person.
In sales, I had Vanessa. And you — who is your Vanessa?
I'm listening,
Santi
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