Are you a Professional Visitor or a Professional Servant in sales?

Professional Visitor vs. Professional Servant
August 2008

In the world of business/organizational growth, I get to see relationships being built and destroyed all the time. One of the things that I have observed over the years is the difference between a Professional Visitor and a Professional Servant. “A what?” you say, “A Professional Visitor?” Let me explain…

According to Webster’s 1828 dictionary, a professional is defined as… “pertaining to a profession or to a calling; as professional studies, pursuits, duties, engagements; professional character or skill.” According to Webster’s New World Dictionary (2nd College Edition), a professional is “engaged in a specified occupation for pay or as a means of livelihood” - and – “who does things with great skill.” Webster goes on to say that “Visitor” is the general term for one who comes to see a person or spend time in a place, whether for social, business or professional reasons… OR FOR SIGHTSEEING! (Emphasis added.)

I have realized there are those people who could be classified as Professional Visitors. They show up on a visit (a call) with no particular agenda and visit about mostly superficial things. They are really good at this. There’s seldom any depth in the conversation and words we might here over and over again on each subsequent visit could be… “That’s nice.” Or “That’s interesting.” Or “Looks good.” Or “Hmmm.” One thing we do know; unless some depth is achieved, the relationship is stuck because the PV does not have the skill (AND MOREOVER THE RIGHT HEART) to take it to a deeper level and by the time they return home they realize they have only been sightseeing. YIKES!

On the other hand, a Professional Servant is someone who shows up with an agenda – usually played out in a “Discovery Process” whereby the visited has a really good chance of being blessed. (See article on Blessing vs. Pleasing.) The Professional Servant is highly skilled at his or her service, most of which boils down to superb people skills, a compassionate heart, and nary a fear in the world as to the outcome of the visit. A true Professional Servant shows up at the right time and a change results from the visit. There’s depth to the discussion that helps move both people towards each other or away from each other. Neither party is stuck in the same place after the visit.

I can think of no better example of a Professional Servant than Jesus Christ. The Bible records so many examples of Jesus visiting people as a Professional Servant. Literally no one was left unchanged and “stuck” in the same place when He visited them. This did not mean that all the people chose to follow Him… but he knew right away where they were and whether or not He was ever going to visit them again. And the conversation was at a level whereby we never hear anyone reply with… “That’s nice.” Or “That’s interesting.” Or “Looks good.” Or “Hmmm.”

Do you want to move a little closer to being a Professional Servant? I encourage you to read all the red letters in your Bible over and over again. Read them often and model your next visit after Jesus. Let us know if you need a Bible…

Brent E. Long
The Long on Life Team

About the Coach
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Brent E. Long is living his calling as a life coach, business coach and sales coach, offering sales training to increase revenue for individuals and organizations in the Marketplace. He believes the Bible is the greatest book ever written, and draws on the relationship dynamics he finds there to help equip others. He believes that everything in Life must be paid for, and that secrets to finding provision are hidden in plain sight in Scripture. He has over 20 years of experience in sales, sales management, marketing management, sales training, coaching and consulting. He is married (Kris), is blessed with seven children (Aaron, Jenna, Joseph, Ellie, Kate, Brooke & Max), and resides in Westerville, Ohio.