Tuesday, November 22, 2011

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? 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. 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. 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. 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.

Irene has been servicing the Health and Wellness industry since graduating from Cal State Fullerton in 1982. Through her professional experiences in primarily the Physical Therapy field (presently working) she has gathered deep understandings on nutrition, exercise and overall healthy programs to share with her readers and clients of Planet Berry LLC. To learn more on Irene or Planet Berry please visit their corporate web site at or email at

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