My Greatest Lesson in Sales

My Greatest Lesson in Sales

by Gerald Jerry George, MBBS MBA

Partnership
Photo courtesy Pixabay

When I started my sales career, there was a lot of learning I had to go through.  Some of it was through formal training.  A lot of it was on the job, trial by fire, and getting kicked in the head a lot.

I remember being told very often that I was very intelligent and that I would excel in my job.  This was great to hear but it wasn’t helpful. The praise did not give me the feedback I needed to truly excel in my job.

My first sales calls were generally with a team mate that had much more experience than me.  This was a great way to learn but I rarely received any critical feedback. As I progressed in my job, I began to do sales calls on my own.

There was one particular sales call that I made with customer.  The two of us went together to call on a mutual customer of ours.  It was during this call I learned a lot.

The customer that joined me on this sales call had many years of sales experience.  His opinion was one that I respected.  I was determined to ask him to critique me when the sales call was over.

At the mutual customer’s office, I gave a great presentation.  The team from the mutual customer’s side asked me a lot of questions.  They saw me as an authority in the subject I presented.  They were highly engaged with my presentation.

When I was done, I took leave and my customer friend left with me.  We had come to this office in my car, so it was only natural for us to begin talking once we got back in the car.

I asked him what he thought of my presentation.  I asked him to be straight up with me.  His answer still rings strong with me even today…

He said the presentation was amazing- one of the best presentations he had ever attended.  He also said the group was highly engaged and were pretty much eating out of my hands.  Then he asked me the question that taught me a lot.

He asked me what I got out of the presentation.  I asked him what he meant by that.  He repeated the question- ‘What did YOU get out of the presentation?’.  The question still baffled me.  I didn’t understand.  I thought my job was to give a presentation.

He then gave me my greatest lesson in sales.  He said, ‘You are a salesman.  Not an answer giver.  A salesman gets a sale.  If not a sale, you must get something before you leave.’  He explained to me that I did not get anything out of the sales call- except for the fact that the team enjoyed my presentation.  He also explained that I should’ve have at least got a date to see them again- get something.  He even said that getting a ‘No’ is better than getting nothing.

So, ever since that sales call, I’ve made it a point to get something from any sales call that I’ve made- even if it’s a no.  This tremendous lesson has stayed with me since then.  I’ve shared this lesson with my mentees and team members that I’ve trained.  I hope you find this lesson a valuable one… and see why it was my greatest lesson in sales.

What is your greatest lesson in sales?  Leave your thoughts in the comments.  You can also contact me at jerrydmann@dmanntraining.com

5 Reasons to Manage Your Time More Effectively

5 Reasons to Manage Your Time More Effectively

By Gerald Jerry George, MBBS MBA

5 Reasons to Manage Your Time Effectively
5 Reasons to Manage Your Time Effectively
Pic Courtesy: Viktor Janacek via PicJumbo

I remember when I first started my career.  It used to be very prestigious to be able to multi-task and fly by the seat of your pants.  Being very busy seemed to show that you were very successful.  It took me a long time to learn that busy-ness does not equate to productivity or success.  I also learned that by managing my time, I always had time to complete what was on my priority list.

Time management has become such a crucial skill that there are hundreds of books written about the subject.  There are myriads of courses on it.  But people still seem to have trouble with this particular skill.

With all this being said, why manage your time?  Here are 5 reasons:

  1. You can be more productive at work

By understanding what’s important at work, you can manage your time to tackle the important projects at work.  Those projects that are both important to you and your boss.  If your boss feels that TPS cover sheets are important, you can chalk out time to complete those.  And you can push fixing the copy machine to some other time that’s not occupied by what will get you ahead.

  1. You can work on your passion projects

You may have some projects at work that you are passionate about, but may not be considered important by the powers that be.  By managing your time, you can get your important tasks out of the way and schedule some time about the paper clip inventory that you are so passionate about.  This way the bosses can get their TPS cover sheets and you can complete your paper clip inventory.

  1. You can pursue a hobby

So, we are often driven to succeed that we are often the first in the office and last to leave.  In my opinion, this is poor management of time.  If you manage your time wisely, you can leave the office on time and get to your paper clip collection at home.

  1. You can have more time for your friends and family

As in the last point, time management does not end at the office.  By managing your time, you can enjoy more time with your friends and family.  You will be able to schedule time to people that matter most to you.

  1. You can take care of yourself

Often times, very busy people say they don’t have time to exercise.  I remember when President George Bush Jr was in office, I learned that he scheduled time to exercise every day.  In the same article, it said that if the President of the United States can find time to exercise, so can you.  By managing your time, you can take care of the most important asset you have- yourself.  Schedule time to exercise (mental and physical) and to eat right.   This will help you move forward in all aspects of your life.

So these 5 points show you some good reasons to invest in time management.  What are some other reasons you should manage your time?  Leave your thoughts in the comments.  You can also contact me at jerrydmann@dmanntraining.com