Whistle While You Work —DeWese

If you are not working hard, you are not in love with your job. If you have to force yourself to go to work or make a sales call, then you are actually shortening your longevity. Making a sale, gaining a new account, cashing a big commission check—these are some of the most gratifying activities in life. Like laughing, singing and whistling, the thrill of selling will add more years to your life.

• Finally, you must know thyself. This is difficult. Successful salespeople have a strong likeability factor and immediate credibility. Buyers have to say in their own minds, “I’m willing to spend some time with this person.” Buyers can see you are not pretentious, officious or self-absorbed. They can see you are fastidiously honest. This kind of self-inspection is difficult because we all think we are OK. You know you think you are a regular guy or a regular gal.

A good test of your likeability is the old sales rule: Do you listen (in all conversations) more than you talk? Do you allow others to finish, or do you jump in and talk over others? Do you one-up others in conversations? Does anyone ever invite you to join them for lunch, dinner, a ball game, church, a voodoo ritual or golf? If you are not getting good answers to these questions, you better rethink your career and look for a monastery or convent. If people don’t want to be around you, you have a big-time sales barrier.

So, my guidelines for print sales success and a long life boil down to being accountable to yourself and getting your head screwed on straight.

Me? I’ve got some singing and laughing to do. I’ve also heard that whittling extends your life by a couple of years. I can whittle, whistle and laugh between songs.