Opening Before Closing

By Sean Gerard Angel Pijuan

Daisy Palma and I met on the mezzanine floor of the One Invictus Building. We chose to sit in a small but cozy meeting space beside a wide window. She started asking me some questions while I was preparing my laptop for her interview. She was willing to know more about me. I talked about my job, company and eventually my family. Before I could start interviewing her, she was already interviewing me.

I was interviewing the sales head of ZKO Group Distributors Inc. This is the company that distributes the pavers shaping the Iloilo Esplanades. Though she is formally known to be a sales manager, Daisy’s priority is always on building relationships.

“Business is about relationships.” Daisy emphasizes, “You don’t close a sale; you open a relationship if you want to build a long-term successful enterprise.” Her sales approach and philosophy are a result of multiple experiences from dealing with different kinds of people in the industry, which is never an easy feat.

Daisy believes that there should always be hard work, but she is also very grateful for having good relationships with people in government agencies. Most of ZKO’s big sales are from the government. But these people did not start as clients. Daisy started by introducing herself to seminars and gatherings.

“Even when there are no projects, I visit them. At least they will recall who I am.” says Daisy, “It works out because people will remember how you made them feel. In truth of the matter, that is it.”

Like Mayor Jason Gonzales who started as a customer buying ZKO pavers for his restaurant. He probably got inspired and implemented it in his hometown in Lambunao. Almost all the mayors in municipalities have been bedazzled by Daisy and her team.

“It does not start from having a prestigious family. I have to let people know who I am. I have to go and mingle with the right group of people. Eventually, I will meet the person-in-charge.” Trust and familiarity are the formulas for successful marketing. Daisy learned this from her mentors and the owners of ZKO.

I realized that Daisy’s sales approach is not something forced or technical. It is her personality. She takes it with her wherever she goes. Either it is to engage with potential clients or attend an interview.

“That’s what I do in sales.” Daisy smiles, “I open up my clients. I ask about their family and kids, also about their birthdays, then I will pitch.”

 

Sean Gerard Angel Z. Pijuan is the Senior Quality Management Officer of Invictus Prime Holdings Corporation, a corporation that manages the consolidation and integration of operations within its companies:  Complete Logistic Control Inc., ZKO Group Distributors Inc., Philfast Global Forwarding Inc., Satellite GPS Tracking and Asset Management System Corp., and SCMIX Builders Inc.