Welcome back to The ABC of Sales (Authentic, Business, Connection). If you’re transitioning into a Sales Account Executive (AE) role in your 40s, you’ve likely been told that sales is about "qualification"—the art of quickly spotting who has the money and who is wasting your time.
In high-stakes industries like Fintech, Healthcare, and Renewable Energy, we are taught to look for specific "signals" of success. But sometimes, those signals are dead wrong. Today, we’re talking about the letter K, and why Kindness is the most underrated skill in your toolkit.
The Client Nobody Wanted
I’ll never forget a story from a colleague who was brand new to the floor. He was eager, a bit nervous, and still finding his footing. One afternoon, a woman walked into the showroom. She didn't look like a "Decision Maker." Her clothes were plain, and her shoes were covered in a thick layer of dust.
The veteran AEs—the ones who pride themselves on "reading the room"—barely looked up. In their minds, she didn't fit the "Ideal Customer Profile." They saw a tire-kicker; they saw "lost time."
Because no one else would step up, the new executive did. He didn't see dusty shoes; he just saw a person. Driven by a simple sense of Authenticity, he treated her with the same focus he would give a Fortune 500 CEO. He spent an hour walking her through the technical specs of their premium product, answering every question with patience and a smile.
The "Instant" Close
After the tour, the lady quietly asked for a quote. The new executive, not yet having full administrative rights to the CRM system, had to ask his skeptical manager to help draft the proposal.
The client took the quote, thanked them, and walked out. The veterans shared a "told-you-so" glance.
Ten minutes later, the office phone rang. It was the finance department. They were calling to confirm if a massive wire transfer had just hit the company’s bank account. The "lady with the dusty shoes" hadn't just bought the product; she had paid for the premium, top-tier solution upfront.
The new executive walked away with the largest commission check of the quarter, while the "experts" were left staring at their empty pipelines.
Why "Judging the Book" Fails in Modern Sales
As you transition your skills into fields like Life Sciences or Sustainability, you’ll encounter stakeholders who don't always look the part.
In Fintech: The developer in a hoodie might be the one holding the keys to a million-dollar contract.
In Renewable Energy: A local landowner in work boots might be the primary stakeholder for a massive solar farm project.
In Professional Services: Your most loyal advocates often come from the people you treated well when no one else would.
The ABC Lesson: Don’t Despise the "Non-Ideal"
The lesson for all us mid-life career changers is simple: Kindness costs you nothing, but its ROI is infinite. When you lead with Authentic curiosity instead of snap judgments, you build a Connection that competitors miss.
Qualification is important, but never let it turn into elitism. Your next "whale" might just be wearing dusty shoes.
Join the ABC Community
We’ve all had that moment where we almost dismissed someone, only to be surprised by the outcome.
Have you ever closed a deal with someone who didn’t "fit the mold"? Whether you’re navigating Healthcare or Fintech, share your story in the comments below. Let’s learn to see the potential in everyone together!
