The Silent Salesman

“I’d rather trust a man who doesn’t shout what he’s found,
There’s no need to sell if you’re homeward bound.”

Peter Gabriel

Shortly before the end of last term – and my subsequent trip to BC – I was visited by the account manager for the School’s telecom provider. I am responsible for all of the School’s telephony and external data connections and the meeting was really just a routine catch-up, to see how things were going.

A day or so later – immediately before I left for Canada – I had an email from the account manager advising me that she could offer some significant savings if we signed a new three-year deal. As our existing three-year contract was about to expire this made good sense, but I was sufficiently tired and befuddled that I thought it best to take more time and to work through the implications when my head was clearer.

In the jet-lagged period following my return from Victoria our account manager again approached me, enquiring as to whether I had made any progress. Feeling somewhat guilty I admitted that I was still not entirely clear as to any possible ramifications of taking the offer, and asked for further clarification. The account manager offered to visit me again to explain further – an invitation that I gladly accepted.

When she duly arrived – on a glorious and rare 30°C morning – it took her a mere ten minutes or so to dispel any lingering doubts. This left me feeling guilty again, as I had forgotten that she had to drive all the way up to London from the south coast, which journey – given the heat and the traffic restrictions arising from the fast-approaching Olympics – had proved long and arduous. I spun the meeting out to an acceptable length on the entirely unreasonable premise that this might somehow make it seem to have been more worthwhile. She was – it has to be said – entirely equitable about the whole affair.

I walked her back to her car, passing on the way the three-quarters complete Science Building that is the first stage of the School’s major redevelopment programme. I explained that we would need to move all of our external connections – phone and data – to this new building once it had been handed over, and we discussed what would be involved in doing so.

I also mentioned that we had a small number of direct analogue phone circuits – provided by British Telecom rather than our own provider – which service fire alarm panels, security systems and the like. These would also need to be moved. She suggested that we simply install new lines – cancelling the old ones when the transition was complete.

Standing next to her car, a thought occurred to me. I asked her if her company could provide such circuits.

“Yes”, she replied.

I asked what would be the difference between them providing the lines and my ordering them from BT.

“Ours would be cheaper.”

I asked what I would need to do to set things in motion.

“I’ll send you the forms.”

Job done – a potentially tricky problem solved – everything integrated into one contract, and – without my prompting – she wouldn’t have said a word. Now – given that really don’t like being sold to, my question is – is she actually a brilliant sales-person, or just a very lucky one!

I know which my money is on…