denniscoleman.net
"No true fiasco began as an attempt at mere adequacy"
Why You Are Not Selling As Much As You Should
Or Could
Or Perhaps, As Much As You Deserve To.
Early in my selling career, I learned that I got my particular buzz more from helping salespeople to acheive their success than I did from selling to customers.
This book is a common sense approach to increasing sales, by utilizing a constant and continual method for self improvement.
An excerpt:
Not everyone is cut out for a life in sales. To test this, think of some really smart, successful people that you know, and you can easily identify that some of them would be lousy sales people.
In my years as sales manager, I certainly hired some people that weren’t cut out for sales, although they thought they were. Nearly every one of these people was attracted to the world of selling because they thought it was easy, and that pretty much all you had to do was to show up, and people would buy stuff.
How can you tell if you belong in sales? Here are some qualities that I seem to find as universal among the great sales people that I have known.
1. Independence. A job in sales is about as close as you can get to being in your own business, without having to make the investment that business owners must make. Think about that. If you own your own business, you are highly independent, and are on 100% commission. If you are willing to trade a salary for independence, and the freedom to make as much as you can earn, it might be the job for you.
2. A strong work ethic. The people that are attracted to sales because they are lazy never seem to make much money. If you are willing to maximize the few and precious hours of the day when you can be engaged with customers, and spend early mornings, and time after five P.M., organizing, studying, doing paperwork, and all of the other things that you need to do away from customers, this might be the job for you.
3. Organized. If you don’t mind being your own file clerk and secretary, if you insist on efficiency in time and materials, this might be the right job for you.
4. Fun. One of the things that I looked for when interviewing a salesperson was an element of fun. Not the great jokester type, but the attractive quality that fun people have. It was fairly easy to measure; I just asked myself if I enjoyed being with this person for half an hour. If you don’t enjoy the company of others, than they won’t enjoy being with you. Get a job with a cubicle, you’ll be happier.
