The Gift Of The Gab
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Sales is more about personality with the way you speak and what you say. The best sales people I know are all characters and outgoing in their personalities.
Two weeks ago I was introduced to a couple who were trying to sell some items to the family business and turned the tables by "employing them". They were retrenched last year during the lockdowns and had no choice, but to try something new. There are no jobs so I really commend them for the direction they have taken and why I will support them. Anyone that shows effort and a desire deserves to be given a helping hand.
The husband/boyfriend had a personality that I could see would do well in sales as he is just that outgoing. He had been working on a mine somewhere and was never in sales yet he is a character. The wife/girlfriend is not so great but see her more as back up and as a team they seem to work very well together. I would say opposites attract and outgoing is not a strong point lol. Maybe I am being too judgmental and harsh, but can normally sum someone up within a short period of time. She was blowing bubbles when I knocked their pricing and he stepped in and did the deal which showed me loads and why I took them on.
When I turned the tables offering them a chance to sell my products I thought they would do ok. The industry they are selling their current lines to is where my products are used so it was a no brainer. He has shown he is not scared of work and over the last 14 days or so has created more leads than I thought was possible.
I had a meeting with him this evening and if he keeps the numbers up at his current rate will be earning more than when he was employed last year. He hasn't landed the orders just yet but the signs and numbers that have been quoted on tells me they will be coming maybe this week or next week. This is the end of the month and companies need to find savings so perfect timing.
Once that happens I do expect him to realise how much money is in this and to be driven even more. Once someone has the taste of success the confidence grows making them unstoppable. I have promised him a technical day of learning so he can improve his sales pitch but honestly the plan is to only give him more information. Changing him is not the plan, but adding another layer boosting his confidence even more will only help him improve.
Over the last two weeks I have met up with him on 4 occasions and the difference from day 1 is like chalk and cheese. The more he earns the more I earn so I have a vested interest in what he does. The sooner he starts earning the better as once he tastes the money he will only want more. It must have been a horrendous and worrying time for both of them last year and I can see how driven he really is. This is a huge opportunity not only for them but my business as well and will do everything I can to make them successful.
It is not very often you find people who can just sell and are good at it so when you see this you have to act fast. I had been considering finding a retrenched person in my industry to help open doors finding clients I would never find yet here we are now with someone doing just that. Give him 6 months or a year and who knows what he could be earning as anything is possible in this industry. The orders that are lined up which I do believe will happen are better than decent and suddenly the year is looking to be back on track just with what has happened in the last month. The clients we lost last year are being replaced by a different class of business and ones that stay open
The idiot buyer who was questioning what a quote was last week questioned again yesterday and was put in his place. I don't need his business and funny enough his quote was less this week than last month so he is screwed either way. He placed his order today as he knows he is saving with us as everyone else has put their prices up again this month with no justification. What we are seeing is just criminal, but let them carry on as the barn door just got wider and wider than before. Greed will drive business my way and why we need to be smarter than everyone else.
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A lot of attempts at price gouging seems to be going on. It happens all the time here in America, company stores replace brand names with store brands at a cheaper price then the brand names disappear off the shelves and the only option is the store brand and suddenly the price is going up and up and up.
Still people don't learn about the schemes and just keep buying the replaced brand name items with store named items.
This always seems to happen and the profit margins increase for inferior goods.
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That is awesome that the couple is working out so well for you! I am not much of salesman. I know that. I tried it and I just didn't enjoy it. There were a couple of times I tried to take a different approach and I did pretty well at it, but it just didn't feel right. It didn't feel genuine or authentic. I didn't like being fake, so I quit doing it that way. My sales suffered, but I felt better about myself.
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