Thursday, November 15, 2012

Golden Nuggets For Salespeople -- Part 1

At the Nov. 14 Erie Sales Club workshop, Mel Hirst, Vice President of Sales Promotions and Agency Relations at Erie Insurance and a 30-year sales veteran, shared several nuggets of wisdom with the attendees. Here are 10 of the best:

1. "I don't know for sure what will work. But if you do nothing, it won't work."

2. "What will work depends on your strengths. And just because you try it and it doesn't work doesn't mean it will never work."

3. "If you're waiting for your phone to ring, it's not going to happen. You have to make it happen."

4. "The five qualities of successful salespeople: competitive, self-reliant, persistent, energetic, and sales drive."

5. "Study your competition's products. Know where you can beat them and where you can't."

6. "Some of the best salespeople I know don't say much. Stop trying to sell all the time, ask questions, and listen."

7. The Art of Acknowledgement: "People like to be heard. Acknowledge their circumstances and people will open up." Example: "So what you're saying is ..."

8. "People are so sophisticated with technology, nobody talks face-to-face anymore. Get off your duff, get out, and talk to people."

9. "It's not complicated. Just talk to more people."

10. "You will fail a lot, but you can't be worried about that in sales."

This is Part 1 in a series of articles based on the Nov. 14 Erie Sales Club workshop. Stay tuned to for more sales advice for serious sales professionals.

The Erie Sales Club is a joint effort of four leading local businesses: Jameson Publishing, Marsha Marsh Real Estate Services, VertMarkets, and Howland Peterson Consulting.