MAARTE GIRLS

One of the reasons many new salespeople think they can wing it and win has to do with the faulty image they have of the sales interview. They think of selling situations as a slow-paced affair where there’s plenty of time for telling jokes, chatting about sports and the weather, and for winging their way through any unexpected challenges. What these new salespeople don’t realize is that, even in such a leisurely interview, the brass tack business part of it goes very, very fast.
And some purchasing agents are notorious for keeping the trivia going with any salesperson they don’t know and favor in order to avoid hearing the presentation. Many buyers will do that. If you sell a product or service that’s regularly bought by a purchasing agent—industrial supplies, for example—you can be sure that some of those agents have favorite salesmen. Unless you develop a unique, interest-catching plan to beat that game before you walk in the door, the favorite-players will finesse you every time.
Imagine what would happen to me if I went on the court with a tennis pro after saying I was going to beat him.

Characteristic of great sales people is also true of their companies. They all believe in continuing education. They study technique. They learn new skills. The company managements encourage their salespeople to go to seminars, to listen to cassettes, to watch videotapes, and to read books. You never have to push a successful person to invest in his mind. I he or she knows that if you put better ideas into your brain, better performance will come out. Successful person know that the place to start improving one’s environment is inside one’s own skull. Invest more time, money, and effort into your mind, and finer things will start gravitating to you. You’ll take more enjoyable trips, live in a more comfortable and prestigious home, and have more of the goodies that money buys. I’m not giving you a new
Benjamin Franklin said, “Empty the coins in your purse into your mind, and your mind will fill your purse with gold.”