A word to sales managers

I recently participated in a great online conversation in which the question was posed,
"what makes a great sales manager"

I am re printing my posts below

From a thread in the group " Car Dealer"  found at  www.Linkedin.com


The qualities that make good sales manager are the same qualities that make any sales leader great,
1. Loyalty - To the team and the company
2. Uncompromising integrity - He is an example to be followed
3. A Positive Attitude - He not only presents the attitude but insists on it from the team
4. A sense of the deal- he has to see the opportunity , and the path to capture the sale
5. A coaching Spirit - He is the front line coach
6. A Teachable Person- The best of the best know they are still learning every day
7. An encourager - he is the guy to go to when times are hard
8. An out pouring nature - he gives of himself
9. The sales person's back up Plan - he is always ready for the T/O , goes in when all else fails, comes through when the game is on the line
10. He is profit minded - A great Sales manager understands that he is not just managing people but also deals, He sets a pattern of profitibility and stays the course
11. He is a respectable public "face" of the company, of good reputation and character
12. He is the right arm of the GM or dealer principle - willing to stand in the gap and lead the organization as a whole when needed

On the topic of assessment, The bar is and has always been, RESULTS.

I dont think a long standing record of results is available to a manager who lacks the personal qualities that make a good leader. he will experience short term success but no longegivity in his accomplishments.

I respectfully disagree that reputation is key, I have found some very talented leaders that were working in small venues, and really had no audience for their accomplishment. They were just as qualified as the Leaders that were well known in major markets, and frankly showed more humility.

Although I have to state that a good reputation will follow good work even if it isnt wide spread across a Market.

As to the new manager, I say look for leadership qualities in their current role. They may not in fact be the top salesperson, But they will always be a leader, A systems follower, a cheer leader for the team as a whole, and exhibit a passion and work ethic above their peers.

In terms of his tool box

1. He or She needs to be an accomplished, tenacious closer - no compromise here, They must be able to get it done
2. Must be able to "see" the deal - I know this is a vague statement but it is an intuition that tells the manager there is a deal here even when a salesperson is giving up
3. They must be able to Train with commitment - DAILY meetings are not social hours they are for generating winning teams
4. They must be a goal setter - no fluff here, clear- concise -attainable , MEASUREABLE goals
5. They must be able to manage a MERIT BASED sales program, rewarding those that reward the organization
6. They cannot have a history of socialization with their reports - this is very important in a new manager

If you currently are not a memebr of http://www.linkedin.com/  I strongly suggest that you join.  I have found it to be a valuable resource for me in my day to day challenges

sell like your living depends on it
Donnie

Decide who you are ...and be that

I used to be a big fan of the show M.A.S.H.   I still like it, but not for the humor, but for the occasional nugget of real wisdom that I hear in these old re runs 

For example in one episode BJ and Hawkeye are ribbing Charles on taking too long to operate. His response is a stunning nugget of Sales GOLD .  " I do one thing at a time, I do it very well, and then I move on. "

You see, I have learned that I would rather do one thing great, than to do a number of things and only do them adequately

>First, however you have to decide who you are professionally, and what you can do well

For me it is clear :   I am a Sales Manager, I manage deals, and motivate sales people to achieve .

I am not a technician, I am not an accountant, nor am I able to do those things well . Sure , I understand technical aspects of my product, and I have an understanding of the numbers. But I could not be successful in either of these roles.  Why?   Because I am a Sales manager.

>Once we have have cleared up our role, we must get to work on doing it well.

Mastering one's craft used be a source of pride in this country.  You started a new job as an apprentice then worked your way up to an assistant and then worked from there to be certified, and after much learning and work you were considered to have mastered the craft.  Today we seem reluctant to put in the effort or the time needed to really master anything.

Success takes work.    There is no short cut here, You simply cannot be a great sales person and not put in the work.   It takes Study, practice, rehearsal, and a focus on the goal .

STUDY
 I have not done this up to this point in my blog, but I would like to make you a few recommendations of trainers that I know to be the best at what they do:
Mike Whitty   -> www.mikewhitty.com
Grant Cardone - > www.grantcardone.com
Paul Cummings -> www.paulcummings.com
Dan Waldschmidt -> www.edgeofexplosion.com

These folks do not pay me to endorse them, nor do they even know that their sites are recommended here, but I know they are committed individuals and have dedicated their lives to developing great sales teams.

PRACTICE & REHEARSE
  I have said this before   sell everyone !!  your kids, your spouse, your team mates, anyone who will stand still long enough !!!!!  practice and rehearse your presentation.  work on it until it is second nature.  learn to sell with purpose, and a plan. know where you are in the presentation, and be able to anticipate what is coming next. be prepared.

FOCUS
  Remind your self every day what it is you are working for.  write down your goals and read them every morning. remember the words of YODA  " Do or do not, there is no try "


Sell like your living depends on it
Donnie

Holding yourself accountable for greatness

OK I know this is a simple title but I am going to introduce an exercise that I really want you to take seriously.

In terms of unlocking and performing at the level of Greatness that is inside of you, you will have to go through this tough step.

1.  Discovering your worth
   Other wise known as what it is that you deserve
   *Step in front of a mirror  ( preferably at home and when you have lots of time )
   * Ask yourself  " What am I worth? "
   DO NOT ALLOW YOURSELF TO LEAVE THE MIRROR UNTIL YOU HAVE AN ANSWER IN MIND  (hint its not all about money)
   Now reader this question isn't for your spouse, its not for your boss, It is for you.  This isn't about any one's opinion, assessment, or goal.  This is about you

2. The Second question will come quite naturally ;
     If I deserve these things, Why don't I have them
   No excuses, no blame, just raw honesty .What or who is holding you back? How many opportunities to improve have you missed?  What obstacles have you allowed to stand in your way? what is keeping you from being great?  IS IT YOU ?????

  This is tough, but if being great was easy, everyone would be operating that way.


3. Develop a Plan of action
     This isn't a "resolution" to be lived a while and forgotten.  This is a Life altering plan that will shape your future and it should be treated as such
                                         - What needs "fixed"
                                         - What will it take in terms of commitment
                                         - What will it take in terms of Work
                                         - What is a reasonable time table
                                         - Who can you lean on for direction and assistance
                                         - Where is your passion level? ( Are you ready to do what it takes?)

Of course I do not have the room here to go much further into this but I think you can see the Path

Sell like your living depends on it
Donnie

                                        

CAN YOU BE PROUD OF WHO YOU ARE ?

In the world of sales this is a very important question


We are a part of a profession that is rampant with slick talking gurus who promise a quick road to wealth and success.   The problem is that the quick path is often a low road.


KEEP YOUR BALANCE
Imagine that you are walking a balance beam, Its not too narrow to walk on, but it is a beam so balance is needed to get across
- It takes focus ; Don't take your eyes of the Goal , looking right/left, or down will draw you off track .
- It takes a sure step - Be sure of your footing, this is your integrity, your training, and your attitude. make sure that your decisions and actions are based on solid principles and good values


BE CAREFUL WHO IS LEADING YOU
  Test the intentions and the methods of those that would seek to influence you as a sales person.  Are they asking you to defy the principles of the organization, or asking you to compromise your morals?  
There is no good reason to operate beneath your principles.  
Solid leadership will INSIST that you operate in a respectable , professional manner. 
I want you to remember that following is a choice, you will ultimately pay the price for following poor leadership, or reap the reward of following a good leader.

STAND WITH STRENGTH
Standing on the good SOLID principles of Integrity and Professionalism , and hard work will always reap long term success.
Even when you see others reaping short term reward from deceit and poor sales practices .  Keep your self disciplined   DO RIGHT
This may mean that you temporarily stand alone, but be sure others will join you in the pursuit of excellence.  Be an example worthy of being followed

The old Country song is right, you have to stand for something, or you will fall for anything

A parting thought

THERE IS ALWAYS A PLACE FOR THOSE THAT ARE WILLING TO TREAT PEOPLE RIGHT.
 THERE IS ALWAYS A REWARD FOR THOSE THAT WILL OPERATE WITH INTEGRITY
 THERE IS ALWAYS SUCCESS IN DOING RIGHT

Sell like your living depends on it
Donnie

The Greeting - Short bursts of Amazing

Your ON !  Its your turn to take the next Customer.  This is a great time to be a Salesperson. The energy at this moment should be hard to contain. You have in front of  you the opportunity to help another person get what they want, and all they while help yourself .  Can it get any better than this?

They're in the door :

BE AWARE OF WHAT  THEY SEE AT THIS MOMENT

Do you appear ready?  We don't want the customer feeling like they are "interrupting" us . Lets have our phones put away, and our hands free. We want to look capable of taking care of them.

Is the entrance free from clutter?  Does the reception area look inviting, warm and friendly?  In short ,will our customer's first impression be that we are glad they are here?

A GOOD GREETING SETS THE TONE, AND ESTABLISHES AN EARLY GOAL

Good eye contact, A firm handshake , Smile .
Now here is the part we just get lazy at . For some reason we just don't see this step as being as important as the rest of the visit.  Many sales people just kind of brush through this as a necessary evil in getting on to more important matters.  The truth is at this moment in the process, it is the most important thing that you are doing so make it a priority.

" Welcome to __________________  My name is ________________ and you are... ( wait on the names and commit them to memory !)

So what now?   Sure, you could go with the old standards
How can I help you?
Can I help you?
Do you folks need some help?
Are you looking for something in particular?
Can I help you find something ?
  WERE TRYING TO BE AMAZING HERE !!!  LETS THROW THOSE OLD STANDARDS OUT THE WINDOW
OF COURSE YOU CAN HELP THEM !! THAT'S WHY YOU ARE HERE, SO WHY ASK???

Lets use our greeting to set the goals for the visit .  How about we find out what our customer is here for and how we can be a part of that purpose .

OK, I'm gonna give you this greeting for free !!  ( I do accept tips )

Hi, Welcome to __________  I'm glad your here,
My name is __________ and you are ....?
what can I do make Our time together  a success ?

I can hear all you "seasoned pros" out there  saying  "that's corny, it will never work..."

Think about it.  Isn't this what you really want to know?  So here is a refreshing idea, ask the question you really want the answer to.  I know it is not "clever", or slick, but it is honest and it will get the goals for the visit established early. 

That's all for today, Try this and let me know in the comment section how it works for you


Sell like your living depends on it
Donnie

Luck takes work

Early in my career  I wasted a lot of time looking for lucky breaks that would increase my income, and make me a better Sales person
  Like a lot of sales people  I hoped for that big chance at the big sale that would change my fortunes forever
after some time I realized that Luck had nothing to do with being better


IT TAKES WORK
  There is an old saying, the harder I work the luckier I get . 

This saying has a lot of truth in it. I found that one key to becoming better was to put more effort into it than my peers.

- I came in early, and I stayed late  - prepared for my day, got the morning pleasantries out of the way and was ready to sell when the opportunity arrived  At the end of the day I found the quiet time I needed to review any mistakes that I had made, and decide how I would fix them in the future. I also found the time to write quick thank you notes to my customers, and make a call or two to the folks I didn't reach earlier in the day  I found my self talking to more customers and making more deals. Just lucky I guess

- I studied - Everything I could get my hands on, Product literature, Sales training books, Company manuals just any thing that might give me a morsel of knowledge that I didn't have when I started   I found my self more comfortable answering questions my customers asked. I saw that having the answers gained me a higher standing with the People that were buying from me. They trusted me to pass on good information and not just clever "sales speak"   This skill allowed me to make better gross profit on my deals and my income increased . Plain lucky if you ask me .

- I practiced - I pitched my product to any one that would listen .  Team mates, Customers, passers by, just any person that might take a moment and listen, including my wife and children. The more I practiced the better the presentation became .   I managed to talk more about how the product improved the lives of my prospects, I could demonstrate that benefit in a way they could understand .I knew what my product did and how it worked  My confidence rose and my sales increased . Lucky again 


  These are just some suggestions from my own career, I am by no means the best I can be, but I certainly know what it takes to get better. And that my friend keeps me lucky to this day.


Sell like your living depends on it
Donnie

Being a difference maker

  I have just wrapped up  the five part series on Traits of Great Salespeople .  I received an email from a young sales person who asks " What if I am working to be a sales great, and my company is not concerned with greatness?"

 BEING A DIFFERENCE MAKER

From time to time you may find yourself working with a team that seems to put no importance in doing the things that set a company apart as truly exceptional .

 This can be a very discouraging feeling, but you can make a difference.

START WITH THE MIRROR

  Is it really the team that is failing to live up to greatness?  Has your attitude slipped and changed your perspective?   Hey it happens, a sales slump,  some bad personal experience, maybe you have fallen in with some very negative influences.  Before you know it you are blaming the company for your lack.
  The mirror is the first step in being a difference maker.  Make sure you are putting in all the personal effort you can, and check your attitude .  Step one, Make sure you are not the problem

BE SOLUTION ORIENTED

Where can the team do better? How can you contribute to the success of the organization.  Remember if the company fails you fail as well.  Sure you'll find another job, but you have this one now , so lets work on making it better.
 Ask  sincere " why" questions.  "why are we doing it this way?"
 Don't waste time being combative here, it only serves to shut down the positive communication you are trying to encourage
 Show leadership
 Be willing to lead the effort, put in the work, and set the example.  Criticism without action is wasted breath.  You don't have to hold a title to be a leader.
Acknowledge progress
 If it is getting better, say so.  this is a building process, Positive reinforcement is the mortar between the bricks.  A pat on the back from a team mate is worth huge rewards to the team as a whole.


SHOW SOME LOYALTY

To many salespeople "jump ship" when the going gets tough.  We have the tendency to ask loyalty of our employer, and not require it of ourselves.   I am not suggesting that there aren't legitimate reasons to leave a bad team. However I think we need to invest more time in improving the team before we throw in the towel.
Remember what drew you here
  There was something that made this team appealing, what was it? has it changed? Can you get it back with some work.  Its easy to whine, its harder to work and build.  The work is worth the reward.
Take a fresh look at your goals
Renewed focus is often all that is needed to turn a team around. Take a hard look at your personal goal revive that inward fire that drives you, and see if the team doesn't improve
Set an improvement time line
 Decide what is a reasonable expectation of time for a turn around.  Put in your best effort, and give it the opportunity to improve
No one ever finishes in first place by quitting the race


Sell like your living depends on it


Donnie

An Outpouring nature

The third trait in our series Of common traits of great Sales people

AN OUTPOURING NATURE


  Those that reach the pinnacle of the selling profession know this principle trait well.

  You see the hallmark of success has never been the amount of money you make, although that is certainly a benefit of sales success.  It is in fact the number of lives you influence


A BENEFIT TO OTHERS

If you have been in sales for any length of time at all, someone has mentored you at some time.  Chances are good that someone was not in a position that REQUIRED them too .  Rather odds are that those that mentored you most positively are Sales people that took of themselves, and poured into you

AN OVER FLOWING CUP

Fill a cup past the brim, and someone or something is going to get wet !!    When A Professional sales person is experiencing the benefits of being at the top of his or her game, It is a natural extension to want to share that success with the team around them.  That is exactly what the best in our business do

A PERSONAL EXAMPLE

  When I came into sales, it was into a small office supply company.  I sold office equipment on the road to various businesses in Indiana.  One of my clients was an RV dealer.  I had the opportunity to show this dealer  a copier. About thirty minutes into the presentation, he asked me rather plainly, " Do you know how to close me?" .  I had to admit to him I didn't even know what the word close meant. 
  He made me the offer that changed my life.  He did not offer me a job, but rather, he told me if I would come by once a week, he would teach me how to sell .   We set the day for Tuesdays, (he bought the copier incidently), and my path of learning had begun.
  This man had no reason to invest his time or energy into me. He owned just a small dealership, and had no budget for another sales person.  He simply understood the principle of an out pouring nature.
  Three years later I went to work for that same dealership, and I was there for close to 17 years.  I began as a salesperson, and eventually held the position of GM.  I would have never experienced the RV business, or true sales success were it not for this Sales great in my life.  I have seen this principle first hand.

COMING BACK AROUND

  Some one may say thet the only reason the Dealer above poured into me was to eventually hire me.  The truth is however He recieved the direct benefit of his out pouring nature.  I watched him for many years pour into others in the same way, He spent thousands of dollars making opportunities happen for his people.  ( I have since learned this is characteristic of many RV dealership owners in this great business)  This man started as a sales person , poured into others, and reaped the direct benefit from it


Sell like your living depends on it
Donnie

INTENSE ENERGY

  This posting will be the first in a five part series on traits that make GREAT salespeople


Trait # 1  INTENSE ENERGY from Miriam Webster   isnt is interesting that the definition of Intense contains the word energy  hmmm

: marked by or expressive of great zeal, energy, determination, or concentration <intense effort> 

 It starts when your eyes open in the morning !  I describe it like a big bass drum beating in my chest. Your eyes open and into your inner man bursts a day full of opportunity .

UP AND AT IT !!

The excitement of this new day just can't be contained, It is settled briefly for some quiet time, Morning devotions , or reflection, but this time only serves to direct the energy

THE ROAD AHEAD
 Now  plan the day, What does it take to be great today?  This amazing opportunity has to be shared !!   Who will I call ?
How will I get in front of new prospects today?
How will I show yesterday's customer that I appreciate the confidence he put in me?
How will I reward my family for their support
The energy is now being focused into a deliberate well structured  force

AN INCREASED LEVEL OF PERFORMANCE 

  This increased  focused directed energy will positively effect every facet of a Sales person's day It serves as the fuel that keeps him on track, and the gust of wind that carries him over obstacles,

Its the intangible quality that sets him apart from the competition in the eyes of the customer
Its the Signal that tells the management that he is the right salesperson for the job
It's the rally cry that draws the team to him for leadership
It's the personal commitment that keeps him earning despite bad economic times

Intense Energy  the first quality in the formula for GREATNESS

Sell like your living depends on it

Donnie
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IS CUSTOMER SERVICE NECESSARY ?

  I am really starting to get the impression that many salespeople today feel that the idea of offering full service is a thing of the past.

  I guess this conclusion is natural due to the way we do much of our shopping these days

- Big box stores that invite us to help our selves to the merchandise
- Buffet restaurants that give us the opportunity to fill our own plates and bus our own tables
 -Fuel stations that let us pay at the pump and fill our tank
  I could list example after example


IS CUSTOMER SERVICE NECESSARY ?
Consider this, How does it feel when you develop a question inside of a Huge discount store and can't find the employee "assigned "to that area?  You know the feeling, it starts out as curiosity, turns to frustration, then evolves to full out anger at the thought that there is no more value put on your patronage than to greet you with an empty aisle
 How about that feeling you have when your drink runs dry at the table in that buffet restaurant, and you have to leave good company and great conversation to find the soda fountain  are you thinking "big tip"?
 Ever try to find a shoe horn in a rack store? 


You see we all use the self service retail centers, however that should never be mistaken for our not wanting Good service  

As sales people we need to realize the truth about Customer service

 OUR CUSTOMER"S WANT TO FEEL SERVED

A little extra attention, some outright pampering, that is  what they want when spending their money.  And guess how customers react when they find that attention and pampering ;
 You guessed it !!,  BUY MORE and SPEND MORE

OUR CUSTOMER"S RESPOND TO SERVICE
 You see all types of service is responded to.   Bad service results in the loss of business ,
 Mediocre service results in mediocre profits,
 Great Service Results in OUTRAGEOUS SUCCESS
Not only do our customers come back, but they bring the people they care about with them . They want to share this experience.  They talk about it, They write about it, Heck they'd sing about it given the chance.
Great customer service brings GREAT retail rewards.

OUR LIVES ARE ENRICHED BY PROVIDING GREAT SERVICE
- It feels good when we know we are truly serving the needs of those we sell to
- It pays well, great service equals great financial reward every time !
- Our company wins ( A quick reminder, companies go out of business every day, Customers bring  longevity with them , and take it when they leave )

Sell like your living depends on it

Donnie

Seeing your process from the customer's perspective

I am sitting on my back deck with my Grandson Ayden, who is just a few months old. I am watching him tackle a cheerio for the first time.  His face tells a story of both confusion and excitement at the new taste sensation.
It will come as no surprise  that my thoughts turned to selling.

We as sales people  get so wrapped up in our processes and procedures,  that we forget there is someone in the mix that is seeing all this for the first time.OUR CUSTOMER

 No matter what you are selling, There is value in analyzing the experience of doing business with you from the customer's point of view

THE DISPLAY AREA
 - Is it easy to shop with us?
   A retail display area should be neat, well thought out, and ready for a Customer to view.  Clutter in the showroom, poorly maintained inventory and a lack of order will derail even the best sales presentation.
  Our Customer draws their opinion of how we will care for their purchase by observing how we cared for it when it was ours


THE VISIBLE OFFICES
  - This really is an overlooked area in many businesses,  What would you hope to see looking casually through a window or doorway into an office?
When there is the chance that a customer will catch a glimpse  " behind the curtain" , They shouldn't draw the conclusion that we are not serious about what we do. - Keep your office areas neat and organized, avoid the  bad habits of leaving empty cups and lunch containers every where , Be aware of what is hanging on the walls, and sitting out in plain view.


THE BUSINESS / FINANCE AREAS
  -   Some things are true no matter the business your in, and this is one of those truth's
 The areas where a customer transacts business with us need to be business like .
  Extra care needs to be taken that personal information is protected at all times.  Money that is changing hands needs to be handled in a secure and trust worthy manner,  Every detail of this part of the process needs to foster a feeling of trust and security in our Customer's mind.  - If I am handing you my hard earned money I dont want to see other customer's personal information sitting out and treated with disregard for their privacy  I want to know I can trust you ( and it is also the law)


I started this segment writing about Ayden,s first cheerio, it is presently being eaten by my Yorkie and Ayden is enjoying a cookie.  Looking at it from his perspective, its a better choice!

Sell like your living depends on it
Donnie

Lets Communicate effectively

In most Sales organizations there are a variety of people with whom you must communicate to do your job well

The customer
Your support Staff
Service/Delivery personnel


Just to name a few examples

THE CUSTOMER
Here is the beginning of it all, The most important person in the selling process. Unfortunately we often do the worst job here
- Avoid Industry lingo, and acronyms that your customer doesn't understand. They waste his time, and cloud the facts of the purchase
- Write down the details of the transaction- When will it be ready. What will they need to bring. What additional expenses might they incur . You get the idea , put it all in writing.
- Ask questions,  Do they understand the process? Are they feeling good about the progress thus far? Is there any concern that hasn't been addressed?   Listen to the responses and Communicate Clearly
- Set a specific date and time to meet again, and then confirm that date and time.

YOUR  SUPPORT STAFF
 - Don't assume that those helping you to take care of the customer know exactly what he wants, Share the details with those that make this experience possible.  Make sure everyone is on the same page with the customers expectations and take personal responsibility for the success of the sale.

SERVICE AND DELIVERY
- If you are in a large ticket retail setting chances are good you are not getting the product ready or delivered on your own
- Be very specific with these departments, after all they will shape the customer's lasting impression of you and your company.  If this part of the process goes well, it will result in referrals and repeat customers and that equals SALES
- Respect the limits of these departments, they have schedules and work that is in progress, they cannot easily manipulate their day to day activities. You should be aware of those limitations when scheduling your customer's delivery

Clear and specific communication with everyone involved will ensure that your customer has the best possible experience and that is ...

Selling like your living depends on it



Donnie

Selling like it matters

These days I am more and more shocked by the level of apathy in the retail selling profession

A few examples :

* A quick trip to the Mattress store finds the sales man on duty, busy playing the latest game on his "smart" phone
* A stop by the electronics store, and the Sales person has to consult the manual to answer a question on the remote control settings
* A sales person ,Reading a novel,filing their nails,smoking out by the door,Flirting with a receptionist,watching the game, wearing his MP3 player,

Or any other activity that suggests at best he is not ready to help, and at worst he doesn't care !!

Let me be clear, I am a Sales Professional in a retail setting, and I am PROUD of what I do for a living.  I want to do it well, and I am not settling for a mediocre living generated by mediocre talent and laziness. 

And I am certain their are others like me ( Hence the Blog, really not just a rant ! )

So I humbly submit the following advice for my fellow Sales professionals  :

1. Come to work with a purpose
     Set goals, both personal and professional , not far reaching un attainable goals, but daily practical goals
Don't let yourself settle for just "burning" the hours of the workday.  Work towards a benchmark and  accept nothing less than your best effort.

2. Sell with sincere enthusiasm
     What is your " value " in the market place? What can you get excited about? Sincere enthusiasm is generated from within, it stems from a belief that what you do is worth while and will add value to the lives of others.  And the desire to share that value

3. Know what you are talking about
No matter your product, chances are good your customer isn't buying it because they have three more just like it at home.   get to know the product, what are the "real life" applications. Try to know more than the product card or brochure.  Offer your prospect tangible examples of how this product will increase the quality of their lifestyle.  Try spending just fifteen minutes a day examining the product , learning the ins and outs, even it's short comings.  Time spent mastering the product will equal quality demonstrations, and well thought out conversations with the customer, and that my friend, equals SALES.

4. Look the part
Here is the area where I will offend someone, but come on, your customer wants to think about your product not how you managed to get that large silver bone in your nose !! Or how you manage to keep your head up with those fifteen pound earrings on!!  That Shirt with the clever sarcasm on it, is great for a trip to Walmart, but it has no place in a retail setting.  And hey, how about a bath before work, a quick run through with the toothbrush and comb.  Let's look like we care .

And the last tip for this particular post ( and perhaps the most important) ...

5. Act like the customer matters ( Because he does )
 You may think that Snarling ,spitting, overbearing sales manager  pays your paycheck, but you are very mistaken.  If you are in sales of any kind the most important person in the process is the person from whom the income is derived.  They put the fuel in your tank, pay the light bill, buy the nice furniture, and finance the vacations.  Their reward, if you will ,for being willing to spend their money with us  , should not be wasted time with apathetic sales robots,  It should be Our sincere effort to make their time with us effortless, and an experience worth rewarding us for

Sell like your Living depends on it
Donnie