jletterer
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Joined: Apr 30, 2008
Last Visit: Apr 30, 2008
Posts: 1
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Andy,
Good luck on your sales career. I don't know all the details of when you started selling and what product or service, but I am willing to share a few thoughts that may help you.
I started as an engineer out of college, and really liked the problem solving aspects and creativity in engineering. However, I realized that good sales people make a lot more than engineers, and the good engineers get promoted to management and the creativity part goes away. I have been in sales (sales management really) for 31 years. Throughout that time, I learned that a good sales person must be able to help someone solve a problem or satisfy a need or they are wasting both parties time. People like to buy from someone who will help them solve their problem or satisfy their need. They don't like to buy from sales people. Act like a consultant and not a sales person, and you will sell more deals.
Sales is a big numbers game. How many target suspects do I need to find, who become so many prospects, who become qualified buyers, and how many can I close to achieve my goals? The top sales people learn to spend the majority of their time on qualified buyers in current timeframe. I have found too many sales people waste their time looking for suspects or "cold calling." Find a company with a product or service that you are excited about and they are one of their leaders in their industry. Be sure this company has a good lead generation program. Google their product category and see if this company comes up on the first page of the search. If the company you want to work for, DOES NOT come up on the first page, then forget this company as potential employeer. The good companies have figured out how customers will come to you via internet searches.
On a closing note, build good relationships at your accounts by being yourself, and using your strengths. Repeat sales at existing customers will be a key to your success.
Jim Letterer
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