Life Of A Salesman

Life of a salesman has a Hollywood ring to it. You know what? Selling is about life and life is all about selling or shall we say convincing others to see it your way. The really good salesmen and woman do it effortlessly. So how does it all start? Why do some people choose a path of sales versus say the US Post Office as an example? The life of a salesman is intriguing. It’s about internal desire. We all have the ability to sell anything.

Every day you wake up in the morning you convince yourself to do something. Life of a salesman at it's best! In its purest sense that is an act of selling. The customer is the one in the mirror but you could stay in bed go to the beach or go to work/school. Congratulations you are a salesman. The separation of the really good or shall we say successful professionals and the one’s that everyone for years claims this one is going to be a natural? The old saying, there are those that can and those that DO. We act on our inherent desire to achieve success by selling a product, service or idea.

What makes a great salesman? Have you ever coached a recreational team or been lucky enough to coach middle or high school teams? If that ain’t selling then please tell me what is. Don't assume life as a salesman is just for the office! You have the parents to deal with the league officials the referee’s or umpires depending on the sport.

Oh ya, and you have to keep a team of N number of players happy when they are not playing. Folks, it doesn’t get any more challenging than looking a 5 year old in the eye with 2 minutes to go and NOT put them in the game. What you do next is all about selling. You have to convince that group that isn’t playing that the team is going to succeed and everyone contributes at different times. Then you have those eyes fixed on you from the bleachers. In some cases they are right behind you and you can't hide. Played that starting unit a bit long in the second half now coach? We have all been there. I have always said that great coaches, not the ones that win all the games, but the ones that have the parents requesting them personally every year are bona fide top Salesmen. Whether they know it or not.

Professional sales executives will tell you that the biggest challenge is not motivating at team to go out and give your best and win the business. Its finding those few natural pearls that gets repeat business whether they show up in the office or not each day.

The business follows them because they build a reputation of trust and respect. Ever here the saying, “people buy from people they trust at companies they respect? The top 10 are always in this group. They probably don’t even work as hard as those trying to take their place. Don’t be fooled, they don’t exert as much energy because they have earned the respect and are ethical in their delivery and execution of their company’s products and services. Often you will hear a procurement executive state, “the sale starts after the sale”. Translation, let’s see if he or she shows up if things don’t go quite as planned.

In the HiTech industry the winners are the account teams that are onsite before the customer knows there is a problem. They document and build action plans to limit down time if that is what is occurring. They also tend to recognize their fellow team members and often shield the customer from errors they may have made during a recovery. All in a day’s work in the life of salesmen.

Life of a salesman is all about spirit. You exude confidence and thus your family, friends or clients trust and respect you. They believe in what you are saying or teaching them. Why, because they have a past with you. Even the new clients probably had a reference or two before they met you. Perhaps your own company or a network friend gave them a tip. What ever got you to that point the finish line is about passion and effort in making the "pre sale events" become a reality over and over for the buyer. So, if you are sitting there staring at the mirror wondering, stop. Go out and find your path to the life of a salesman and give it everything you have.

What makes a great salesman? You have to care about what you are doing but not that much. Never make it look like this sale or agreement is about life and death. Because it usually isn't and we have all been there. Separate the personal gain of the sale from the reality of the event and its overall value to both sides. You have to care but not that much, Herb Cohen style! I highly reccomend his books, lectures and anything that man puts in print or audio because he makes it so simple. Herb Cohen is a great read and truly defines the life of a salesman.

Life of a salesman exerpt