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SELLING AMONG WOLVES - Without Joining The Pack!
Years ago, I became the sales manager for a progressive copier company. My first week, I was to spend one day with each of the five sales reps and give my evaluation to the VP of sales. There were two notable sales people on that team. One, whom I'll call Spike, was physically intimidating, wore his crew cut and tattoos proudly and thought the object of the game was to "slam dunk" the customer! He was the company's newest golden boy. Then there was David. He was a novice who stammered and stumbled through his presentation and lacked any kind of confidence. After 90 days with the company, he had no sales and had offered his resignation. I had just become his manager and wanted to see if he was salvageable. He told me a story about a recent decision he made, which reflected astounding integrity. I was impressed and reported to the VP that David was the best man on the team! They were shocked and believed I was deluded. I taught him to sell in a manner consistent with whom he really was, so he would come across as authentic and people would trust him. Well, David made it through his first year in the middle of the pack, since then has been the top rep many times, and now earns over $100 per year doing the very same job. Spike, by the way, did not make it! Contributed by: Do you have questions? Need ideas? Call us toll free at 1-877-365-2737 or e-mail info@lazerdesigns.com anytime. Click here to read more articles on promotional items, advertising specialties, rewarding sales associates, selling, character development and much more in our Promotional Item Articles section.
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