For a few years of my life, I was a road warrior, spending a great deal of time on the road selling. I finally made a change when my then 8-year-old daughter asked me this heart-rending question: “So, where do you live now, daddy?”
Anyway, here are some of the hard-won lessons that I learned while I was in direct sales, that most critical and important of professions.
SWAT Selling
This is simply to say, don’t sell something that you don’t have right there. Don’t tell them to wait for an upcoming sale. Sell What’s Available Today. SWAT selling.
Be backs aren’t greenbacks
“I love it! I just need to speak with my husband about it and we’ll be back tomorrow to pick it up.” They won’t be back. Do what you can to sell to them TODAY. 90% of the time this is a line they give you because…
Buyers are liars
“Can I help you?” “No, just looking.” Translation: “Please leave me alone, I’m interested but don’t want you hovering around me.”
“Can you qualify for financing?” “Oh, that won’t be a problem.” Hmm. Maybe.
Buyers are liars but also…
Sellers are storytellers
Did they really get the brakes done but forgot to ask for or keep the bill for the work? Is the process going to be as seamless as they say? Maybe, maybe not. Do your research. Buyer beware.
Nothing happens without a sale
I once spoke to a university class on the topic of sales, and out of 60 students, not one of them taking their business degree wanted to get into sales. Which baffled me. I guess they didn’t want to make great money and meet wonderful people.
It’s common to speak disdainfully of people in car sales. I completely disagree with this. Without these people moving the metal, the economy of the world would grind to a halt. Every job is important, but until someone makes a sale, nothing else is needed.
And wherever you are in the company, you contribute to making that sale. From the receptionist to the CEO and everyone in between.
As my old boss used to say (loudly), “I can buy MBAs by the dozen. Show me someone who can sell something!!”
Getting ahead is about getting started!
