The ABLs of Sales Personnel
If the ABCs of closing are "Always Be Closing" then the ABLs of finding a salesperson are this:
"Always Be Looking"
I am in the market for a new car. The 2000 Volvo S70 that was affectionately named, "Lauro," finally bit the dust after 206,000 miles. She safely guided each of my three girls through high school and managed to last a couple of years past her prime, proudly displaying her vanity plate: FRK•LRK ("Fark-a-Lark"). But with a laundry list of repairs that what have put my mechanic's son through college (sorry, Wally) I traded her in for a $225 scrap metal check and I am now out looking.
I am convinced that somewhere in the Midwest there is a giant Pez dispenser where car salespeople pop out, one after another. The rep that I met at the local Hyundai dealer, however, was immediately different and had almost no Pez qualities whatsoever. She was impressive right from the get-go.
There are two things that I love about car shopping. First is being 6'6" tall and using the naturally-occurring intimidation factor that comes with it. Second comes as I answer the question, "So, Bill, what do you do for work?" Finding out that I am a sales trainer causes an interesting defensive reaction and suddenly that cocky salesperson shifts to "How am I doing so far?" mode and again, the playing field tilts in my direction.
This salesperson, I'll call her Casey,* asked that question as well and I gave her some honest feedback (all positive!). She then offered up the story of how she got in the sales. It seems that she was in the showroom as a customer along with her mother and the sales manager offered her a job on the spot after seeing the same thing that I saw.
Always. Be. Looking.
Your next salesperson might have handed you a grande latte this morning. She may be a college friend of your daughter. He might go to church with you.
Your next salesperson might not come through or from traditional channels. By getting your head out of monster.com, opening your eyes to have a look around, you open yourself up to a world of new possibilities.
At a possible new outcome.
* Mostly because that is her name
Bill Farquharson is a sales trainer for the graphic arts. Email him at Bill@AspireFor.com or call (781) 934-7036. Bill’s two books, The 25 Best Print Sales Tips Ever and Who’s Making Money at Digital/Inkjet Printing…and How? as well as information on his new subscription-based website, The Sales Vault are available at BillFarquharson.com.