Monday, December 3, 2012

Golden Nuggets For Salespeople -- Part 3

This is Part 3 in a series of articles based on information gathered 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, was the guest speaker and shared several nuggets of wisdom with the attendees. We recently featured 20 great quotes from Mel in two articles. Click here for article #1 and click here for article #2. Here are some final highlights from his presentation:

1. "We all must have a sense of urgency about achieving our sales objectives."

2. R = E (Rewards equal Effort)

3. "Know, believe, and do."

4. "Set goals -- keep track of results."

5. "Help others get what they want."

6. "The primary difference between successful, growing salespeople and those who aren't as successful or who aren't growing is that successful, growing salespeople make more contacts."

7. "The largest sales objections generally lie in the mind of the salesperson. You will never sell a product that you do not offer to your clients. You will also never effectively sell a product that you do not believe in enough to buy yourself." -- Phil Garlow, Erie Insurance Agent, West Virginia

8. "Perfection is not attainable. But, if we chase perfection, we can catch excellence." -- Vince Lombardi

The next Erie Sales Club workshop is scheduled for Tuesday, Feb. 12, from 6:00-7:30 PM at Knowledge Park, near the Penn State-Behrend campus.

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.