THE GIFTED SALESPERSON
By Dan Miller
January 12, 2007
Sales are contingent upon the attitude of the salesman, not the attitude of the prospect.
Prominent insurance salesman and author W. Clement Stone made that observation years ago -- and boy, was he right!
I doubt I would ever have made it as a door to door -- or face to face -- salesperson, since my discomfort and insecurity would have come screaming through.
As they say in The Music Man -- "you gotta know the territory."
When I was attending Augusta College in the 1960s, I actually withdrew from the yearbook staff after being informed that each staffer would have to pound the streets, selling yearbook ads to local businesses.
Of course, I never told others on the staff the actual reason I was leaving.
I probably told them I planned to devote more time to my studies (which, no doubt, provided a hearty laugh for anyone who knew me).
But, for whatever reason, I found face-to-face selling intimidating and uncomfortable.
Early in my television career, part of my earnings were based on regularly "servicing" (by that I mean visiting) several businesses for whom I was doing on-camera commercials.
Even though those accounts were already sold, it still made me queasy.
So I greatly admire people who can make effective, enjoyable sales pitches, and then -- most importantly -- close the deal.
And this week, I witnessed an effective, winning sales strategy that is -- without question -- the easiest, least stressful -- and apparently fruitful -- approach yet.
This year, for the first time, my 8 year old daughter McKensie is selling Girl Scout cookies.
To kick off her sales campaign, she came with me one afternoon to the television station.
Her first prospective customer was Demetria Kalodimos, whose office is right next to mine.
McKensie closed that sale, and others, quickly and smoothly.
Here's the strategy she used for each of her sales:
She walks up to her potential customers.... stands there smiling at them.... looking adorable.... with her paperwork in hand.... her Brownie sash across her chest.... and says nothing....... nothing!
Eventually, the potential customer says something like, "Oh, you're selling Girl Scout cookies?"
"Yes".... she says.
Then, she simply hands the customer the order form.... the customer fills it in..... she thanks them.... and leaves.
It's simple, it's easy, it's effective.
We live and learn.
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