Entry Level Sales and Reality. This information has been gathered over many years of having my skull crushed, and I am making an attempt to spare you the pain.
My Young Friends:
I would like to take a brief departure from my normal rambling to address entry level sales. You must realize a few things, and focus:
1.) The client has no interest in YOU.
2.) They have a problem they want to go away, and they want it gone NOW.
3.) They are not remotely interested in anything you need.
4.) People who own buildings are not typically illiterate, or they wouldn't own buildings.
5.) They do not want to see your rehearsed "slapstick" show. They can stay home and watch "The 3 Stooges" for that.
6.) They do not want to be "passed off" to anyone else in your company.
7.) They expect you to answer your telephone when it's convenient to THEM.
8.) Straight talk is how they live, and you are expected to provide it, either good or bad.
9.) Do not give excuses, nor accept them.
10.) Say what you mean, mean what you say.
11.) You are not their equal, so don't act like it.
12.) You are not doing anyone a "favor".
13.) Money comes from somewhere, and is not simply numerals in boxes.
14.) Eat your loaf of bread one slice at a time.
15.) DO NOT LIE. DO NOT STEAL. DO NOT COMPROMISE YOUR INTEGRITY. If you don't believe me, try it sometime and call me from the unemployment line when you do.
Next time, we'll discuss time management and staying on the "Left side of the line".
In sales, you will fail far more than succeed, so let's grip that as a reality. If your sales capture ratio is too high, you are doing something wrong. You are almost certainly selling by price, and they can get a prairie dog to do that.
In order to conquer the natural fear of rejection, I would suggest you incorporate personality with whatever training you may have. People can sense "sincerity" vs. a sales rap P.O. chaser every time. Fear is your enemy, and once you accept that being afraid does nothing but make you queasy, you will free yourself to focus on things that are important. They may say "no", but they will not bite your legs off. I can almost guarantee that.
I once had (many years ago) an elderly gentleman look at my business card and say "I don't need any roofing", and promptly throw it in his trash can in front of me. I repeat: "IN FRONT OF ME".
The scenario was so hilariously weird that I decided to participate rather than react. "Sir, may I please have the card back, because my boss makes me account for each and every one of them, or I'll receive a payroll deduct". He laughed, retrieved my card, and placed it in his file. He said he'd never seen anyone smile in the face of rejection that way. He gave me a building to look at, which we subsequently got. This old guy was as stiff as they come, but those are the challenges of what you do.
Believe it or not, but some people don't like me. There will be people that don't like you either, so don't act surprised when someone doesn't find you funny or charming.
Honor and Integrity seem lost in many of today's transactions, but believe me, there are many people who appreciate the "Old School" handshake approach. But know this, if you fail to keep your word, it's over. NQA.
"In this world everything changes except good deeds and bad deeds; they follow you as the shadow follows the body" (unknown author)
I do a lot of work in Africa, and they are fond of saying:
"Lies, they may bring flowers, but at the end of season, do not bear fruit"
I'm not quite sure what compelled me to share this message, other than to illuminate stark reality, and solutions for young people just getting started. Certainly, I will have many "experts" suggest I am insane for telling you these things, but I promise they will work.
It is not my intent to downplay the importance of specific training, as I've been through every sales exercise known to humans. But this note was more 101 stuff and not technique.
Thank you for visiting with me today
"Stand For Something" , and remember to keep looking "UP"
Respectfully,
Robert R. "Ron" Solomon
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