Professional Selling Research Paper

In order to better understand professional selling, I interviewed two professional sales people that sell in the business to business environment. My interviewees are Matt Bohon, who currently runs his own company Little River Resources, and Burch Bagget, who also runs his own company called Bagget Financial Group.
Matt Bohon received his Bachelor’s degree in Communication with a minor in History from Texas Christian University. He started his selling career in college, working as a wholesale car dealer. Additionally, Bohon has experience in real estate, where he worked with a group of investors buying and selling homes in the Fort Worth/Dallas, Texas area. This led him into his present job in the oil industry. Bohon currently runs Little River …show more content…
Bagget stated: “I enjoy giving people a sense of security, piece of mind, and relief from stress.” As Bohon works in the oil and gas industry, he highlighted the environmental stewardship aspect, and being able to create alternative products that can decrease the oil and gas industry’s footprint. On the other hand, the most dissatisfying element of selling, according to Bohon, is the difficulty of putting together deals everyone is satisfied with. He does not like when one party walks away unhappy, therefore, he underlines the importance of compromising because you definitely do not want to burn any bridges with customers. Bagget emphasized that working with people that lack integrity is the most dissatisfying aspect of his job. He says, “Everything in business is about creating and keeping good relationships, and if you can’t trust a person I don’t want to be in …show more content…
He says that his company can never rely completely on the connections that they already have, because it is a very though environment. Some of the techniques Bohon uses to prospect is going around to different events within the oil and gas industry, and constantly make friends and connections. He emphasized strongly the importance of being “out there” and not just shooting emails to people. Before making a sales call Bohon research the person, the company, and makes sure he understand their needs. “There is always a gatekeeper, so you want to make sure you have enough ammunition to get through the first barrier”. Bagget does not prospect as much as before, but do get referrals from his current clients. After getting potential leads, Bagget similarly to Bohon, research the company and tries to figure out their hierarchy and who he should talk to. He also attempts to find some common ground that he can build his conversation