SEVENTH ENGINE: QUALITIES OF A MASTER SALESPERSON
A keen country lad applied for a salesman’s job at a city department store. In fact it was the biggest department store in that area and one could get anything here. The manager asked the lad “Have you ever been a salesman before?” “Yes, I was a salesman back home,” said the lad. The manager liked his confidence and said, “You can begin tomorrow and I’ll come and see you at closing time.”
It was a long and laborious day for the young man, but finally at closing time, the manager arrived and asked, “How many people did you sell to today?”
“One,” said the young salesman. “Just one?” exclaimed the manager. “Most of my staff make 20 or 30 sales a day. How much was the sale worth?”
“Thirty-eight thousand three hundred and thirty-four dollars,” said the young man.
The manager was incredulous. “How the hell did you manage that?” he asked.
“Well,” said the young man, “This guy came in and I sold him a small fish-hook, then a medium hook and finally a really large hook. Then I sold him a small fishing-line, a medium one and a huge one. I asked him where he was going fishing and he said – down the coast. I said he would probably need a boat, so I took him down to the boat department and sold him that 20-foot twin-engine schooner. Then he said his small car probably wouldn’t be able to pull it, so I took him to the car department and sold him a new SUV.”
The boss fell back in amazement and asked, “You sold all that to a guy who came in for a fish hook?”
“No,” answered the salesman. “He came in to buy headache pills, and I asked him whether his mother-in- law had come to stay with them for the weekend. He said ‘yes’ so I told him ‘now your weekend is ruined, so you may as well go fishing.’”
Of course that was a funny anecdote about the ideal qualities of a master salesperson.
Becoming a champion in the money-making game has everything to do with salesmanship. The biggest tycoons are masters in this art. No one has ever grown rich without having this skill. Shying away from sales, promotions and marketing is fatal to one’s ambition to be really rich.
Appearing in your first job interview is nothing but trying to sell yourself, it’s also called self-promotion. You should be really good in the art of selling yourself or you are hopeless. A good résumé or personal profile is an example of superior self-promotion. At work, people who can promote themselves get noticed and skyrocket towards success, bypassing the rest. And the ones who are not good at self-promotion are left behind in the race.
Why do some people shy away from self-promotion, or for that matter, selling? There are many reasons. Mostly it is the fear of rejection. “What if I am told NO”? The fear of insult arising from rejection while selling is one major reason why some people shy away from selling. Often we are irritated by pestering salespersons. We do not like the image of a salesperson, and we think that others feel annoyed too when they are approached by a salesman in order to buy something. So in some people, the fear of irritating others generates a negative feeling about selling, and therefore they are not comfortable with the idea of self-promotion. The reason is that we are guided by our conditioned brain which tells us that it is bad manners to sound one’s own drum. But if we don’t sound our own drums or blow our own trumpet, who else will do it for us? Of course, there are some snooty people who think selling is a ‘low profile’ job and does not match their wonderful image. I can only wish them well. Because these snooty snobs will continue to be poor salespersons, and a poor salesperson will never ever become a millionaire. I do not mean that a millionaire personally sells products to customers, but he or she is essentially a good leader and inspires a team, or delegates others to do the selling on his or her behalf.
Just as two main columns support most suspension bridges, the success of any product or service depends on two main things – the quality of the product and its smart marketing. If one of these two is lacking, the product or service is bound to fail badly in the market. Suppose a product is given an excellent marketing campaign, but is of poor quality, what will be the result? It might initially be sold like hot cakes, but the balloon will burst in no time, once people start using it and realize that it doesn’t offer value for money. Sales will drop sharply. Let us consider what might happen in the reverse scenario if the product is good, but has no promotional campaign. Simple, the ‘good’ product will decorate the shelves of stores and will be offered at 50% discount the following year. Why? Because no one has heard of it. Its demand hasn’t been created. So you see, marketing and promotional campaigns are so very important in business. Whoever neglects their importance does not make the money he should.
If you have any hang-ups about promoting, selling or marketing, the sooner you get rid of them, the better it would be for you, because that is one vital quality of all millionaires. To develop your salesmanship skills, I suggest you attend my Secret Millionaire Blueprint Intensive Seminars held throughout the world. To Register for the upcoming seminar in mumbai(14th-15th December), visit my website http://thesecretmillionaireblueprintseminar.com/mumbaievent