The Best Sales Advice I’ve Ever Received
By: Warren Greshes
have been in sales for over thirty years. I’ve been a salesman,
sales manager, and as a business owner for the last twenty plus
years, I am still very involved in selling; as I’m constantly
looking for new clients as well as growing the existing ones.
As I look back on my career, much of my expertise in sales has been
shaped by a few pieces of great advice I’ve received over the years.
While I never had the benefit of receiving formal sales training,
these 3 pieces of advice, which I received at a young age, have not
only stayed with me, but have contributed to a lot of my success.
1. If You Chop Enough Wood, The Chips Have to Land Somewhere.
Prospecting is the most important part of the sales process. The
biggest reason salespeople don’t do enough business is: they don’t
talk to enough people. They don’t “show up.” As long as you keep
getting in front of prospects, the law of large numbers says you’ll
eventually be successful. You might have a lot of clients today, but
if you don’t constantly keep that pipeline filled, down the line
your business will collapse. Ten percent of your client base will
leave you every year for reasons totally beyond your control. No
matter how busy you are, a portion of every day must be spent
looking for new business.
2. If You Sell Enough Dresses, You Can Burn Down My Office.
That was a direct quote from my old boss in the Garment Center in
New York. It taught me two very valuable lessons.
A. Great salespeople are worth their
weight in gold. Just like superstars on a baseball team, superstar
salespeople can pretty much do whatever they want. What are they
going to do: fire you? Every competitor would be at your doorstep in
a minute. Of course, just like the superstar athlete, you better be
ready to put your money where your mouth is; and keep producing.
Remember, a superstar ballplayer that’s a pain in the butt is called
a “Flake,” but a mediocre ballplayer that’s a pain in the butt is
considered a troublemaker.
B. The beauty of sales is that your numbers are on the board for
everyone to see every day, meaning no one can ever tell you you’re
doing a poor job if you’re not, and, conversely, you can’t convince
anyone you’re doing a great job if you’re not.
3. The Way You Break Them in is The Way They’re Always Going to
Be. It’s human nature to try to find people you can take
advantage of. Who do most of us take advantage of; our friends and
family, of course? But why: because we can. Clients and prospects
are always looking for salespeople who can be kept waiting in the
waiting room forever. Or, will cut their price in return for a vague
promise of future business, (“Give it to me for this price now and
down the road we’ll make it up to you.”).
Let clients and prospects know up front that you will not be one of
those salespeople. Establish ground rules for a win-win relationship
right away and you’ll be amazed how easily the clients will fall in
line. They’ll just go and find someone else to be their patsy. And
believe me, there are plenty of them out there.
Warren Greshes is a sales motivation, customer service and
business improvement who has keynoted corporate and association
meetings throughout the world for the last 20 years. In addition, he
is the author of “The Best Damn Sales Book Ever: 16 Rock-Solid Rules
to Achieving Sales Success,” and hosts his own talk show and podcast,
“The Warren Greshes Show: Your Vioce for Sales, Success and Small
- Copyright © 2006 by Warren Greshes. All rights reserved.