THE PHONE RINGS with its own pre-programmed predictable ring. You anxiously run to answer the call only to have the voice on the other end say something to the effect of “hello my name is John Smithers Jones (I just liked the way the name sounded which is why I used it)an d I am calling from JSJ Enterprises but please don’t hang up because I am not calling to sell you anything but….” But of course he is going to try to sell you something as if that were not the case why would he have called you in the first place.
Sales as all of us salespeople know is the exchange of goods, services or property for money. It is the process whereby I use my powers of persuasion (aka sales training) to get you to purchase whatever it is I am selling. Your job is to interpret the information I impart to you to help form your objections which I must quick – wittedly overcome if I want to make the sale and make some money.
It takes a certain personality type coupled with mental toughness to be in sales as you are perennially on a roller coaster inching your way to the top or plummeting back down to ground level at breathtaking speed. Problem is bottom means bottom as in down and out. If you don’t start your ascension back to the top you stand an excellent chance of losing your salary or draw (if you were lucky enough to get one from the start)or a strong kick in the rear to get your non-productive a-s out the door. To make matters worse your friends will seize (likely to seize the moment) the opportunity to tell you that you were crazy for getting into sales in the first place.
Salespeople need to have cast iron stomachs that can repel the acid reflux you build up from deals that die, come back to life only to die again before closing. If making 100+ cold calls per day to get your “quota” is what your sales vehicle calls for, burnout from making 2,000+ cold calls per month burnout (scrambled brain cells that can’t direct you as to how to tie your shoes) is a near certainty. The ever tenacious salesperson shrugs off his burnout (how I don’t know) dusts himself off and is back on the sales train again chugging to another lead that will hopefully turn into a sale even though you are not selling anything or so the prospect is led to believe.
I sell at present and have sold in the past. It’s a life I have known for many years now. Gray hairs (hard to see since my head is always covered by my Kipah) are few and far between but battle scars from the sales wars remain. Still sales is in my blood as it is with most sales people. This is the life I (we) have come to know so well.
Sales makes our economy go. As goods and services are purchased the salesperson makes money so he can purchase the goods and services he wants which puts more money out on the “street.” The essence of selling is to keep money moving so our capitalistic system continues to hum along as it should.
Nothing gets done unless entity one gets entity two to fork over the money. The feeding conveyor belt must be kept always moving forward. The ladder must always be climbed up and never down. Up is good while down is bad. Only a select few have the vision and drive to tune out their critics, forget the failures while plowing forward.
If you can sell then go out and do it. If you can’t and have proven you can’t stop playing charades with yourself and find a role that fits like mittens on your hand. As they say (they who?) if the heat is too hot in the kitchen go into the living room or stand in front of the icebox. You get the idea.
Salespeople have passion for their profession. Even if they don’t believe in the product or service they are selling they must still pitch on. Without passion you have night of the sleepwalking sales people. Passionate sales people tend to do very well as that is all they (we) know.
So next time your phone rings and it turns out to be your friendly (you have to be friendly but firm) neighborhood salesperson on the line try to visualize the big picture of how important his role is to you. Hey you might just buy one and get the other one for half price or for free. Everybody goes home happy. Happy sales people + happy customers=more business with more opportunity for all. Ring Ring!