My Rude Awakening To Sales
Years ago I had a very rude awakening as a new sales
representative. I was so wet behind the ears, if I stood in
place for any length of time, I'd be standing in a puddle of my
own perspiration.
I was young and had energy to burn. I knew all the answers so I
didn't need to ask any questions.
You could say I was full of myself. I loved my new job. I was
selling laboratory supplies, chemicals, and equipment to people
who wore white lab coats.
I also had to deal with purchasing agents, who seemed to enjoy
making sales representatives, especially new ones like me, very
uncomfortable.
I was in my sales territory for about 3 1/2 weeks. I was in
training for two of those weeks, where I got to watch different
people do different jobs.
As soon as my boss cut me loose from the training program - I
headed straight for my largest accounts, the ones who were
currently doing the most business with us.
Then, I started calling our largest potential prospects. Up
first was the General Foods R&D Center, located in Tarrytown New
York.
I remember walking confidently into the rather large lobby and
walking over to the receptionist. Her name was Felicia.
I introduced myself and asked to see Brian N. who was the senior
buyer, at that time, for laboratory supplies.
She called him and a few minutes he came out of his office. He
was the size of a walrus.
He motioned for me to sit down with him in one of the not so
private seating areas in the main lobby. I barely said my name
before he interrupted and jumped in with, "We don't buy from
your company and we never will." He added, "I guess if we
desperately needed something and no one else had the product, we
might order it from you."
With that he got up turned his back to me and walked back to his
office.
Well - I sure showed him.
Now, I had him exactly where I wanted him.
In sales, sometimes you have to be patient and I mean very
patient. In fact you may have to wait until somebody retires or
dies before you can get your foot in the door. Brian did both
and I did get a sizable chunk of the business.
It wasn't so many years later that I realized I didn't know what
I didn't know.
Because I had so little experience and even less sales training,
I believed wrongly, that my options were limited.
Today I realize my options were limited only by my imagination,
determination, and other outside resources available to me.
I coulda put together a written plan.
I coulda got my management team involved.
I coulda wore Brian down with handwritten notes, cards, and
helpful business articles relating to his business.
I coulda sent him a gigantic coffee mug from
www.greatbigstuff.com with a note asking him to talk business
with me over a cup of coffee.
I coulda sent him a dozen roses with an appropriate note. Maybe
this wouldn't work with Brian - but you get the picture.
I coulda sent him a six-foot ruler with a note asking him what
we would need to do to measure up to his expectations?
(www.greatbigstuff.com)
I coulda sent him a special card for every conceivable holiday
on the calendar.
I coulda, woulda, shoulda done a whole lot more than I did.
That was then this is now. Today I'm different. I rely on new
information and get an abundance of new ideas from my collection
of books, e-books, eCourses, single CDs, and even audio books. I
have convinced myself there are no problems I can't solve if I
look in the right places for the right resources for the answers
I need.
It took some time for me to finally wake up after my first rude
awakening.
Imagine if I could go back in time and make that first sales
call to Brian N. again.
I probably would listen to the CD titled, "How To Avoid Sounding
Pathetic During A Sales Call."
http://www.kickstartcart.com/app/netcart.asp?MerchantID=39581&off
erid=16002&q=2
I coulda called a sales coach and probably gotten some good
ideas to help me get my foot in that door. There are still (3)
slots available.
http://www.meisenheimer.com/sales_coaching/oneonone.htm
Today, in my business, I seek out awakenings, the positive ones,
to help me grow my business. I do however prefer to take a pass
on the rude ones.
Let's go sell something . . .