| When I was a sales manager, I was often asked | | | | Red Skelton lit up a room when he entered. What a |
| "What do you look for in the best sales | | | | terrific smile. When you watched him on old TV |
| representatives?" My answer then is still the same | | | | episodes, he laughed all through the skit, especially |
| today. I look for a combination of Sherlock Holmes, P. | | | | when the skit went wrong. He enjoyed his job. I want |
| T. Barnum, John Wayne, Red Skelton, George | | | | employees with a great sense of humor, who can |
| Armstrong Custer, and Dracula. | | | | smile through the good times and the bad. There is a |
| Sherlock Holmes, the master detective, always | | | | distinct difference between a clown and a rep with a |
| explored the obvious clues, but also the hidden or | | | | great sense of humor. |
| vague clues to unravel the mystery. I look for a sales | | | | Anyone can be a good sales rep when everything is |
| rep that can identify not only the customer's obvious | | | | going his way. But what happens when the proverbial |
| wants, but also uncover the hidden wants, needs, and | | | | mud hits the fan? What happens when that special |
| desires. This is the key to unraveling the mystery of a | | | | customer wants a pint of his sales rep's blood? |
| strong business-to-business future with this customer. | | | | George Armstrong Custer was not afraid to stand |
| No one likes a boring, canned sales pitch that has been | | | | and be counted. "Hey, give me your best shot!" could |
| repeated on the last fifteen sales calls. P.T. Barnum | | | | have been a phrase from Custer or it could be what a |
| was the master showman. Your sales presentation | | | | sales rep says to an unsatisfied customer. Customer |
| should catch the customer's attention and hold it. Be | | | | service is not an oxymoron. |
| animated and creative. When you leave, the customer | | | | I am continually amazed at the number of sales reps |
| should think to himself "Wow! I'm really glad I talked | | | | who avoid closing a sales call. For some reason, many |
| with that sales rep!" | | | | reps wait for the customer to close himself. "I give up, |
| John Wayne had an aura around him that said | | | | sell me!" is just not going to happen. A sales rep |
| "Leader" and "Winner." People want to be around | | | | deserves the right to close every sales call. The |
| "winners" and associate with "leaders." So do | | | | strength of that right is directly proportional to the |
| customers. They want the best service and support, | | | | strength of the presentation. So, just like Dracula, go |
| and no "Yes Men" need apply, thank you. I want | | | | for the throat. Ask for the business. Close that sale. |
| winners and leaders on my team. | | | | And what do you look for in a sales representative? |