10 Valuable Sales Tips from an Old Beat-up Sales Guy

  • 10 Valuable Sales Lessons from an Old Beat-Up Sales Guy

    I’ve spent over 40 years as a street warrior, training other street fighters, running a business for someone else and then running one for myself.

    If there’s a mistake that can be made, I’ve made it.  If you should ever want to meet a salesperson who has been rejected ten thousand times, I’m your guy. But I learned from my mistakes and became very successful.

    So, feeling totally qualified to share the following, here are some lessons learned from this old sales guy!

    1. Friendship is worth up to $300 in sales.  After that, it’s all business.
    2. Never judge the ability of a new salesperson until he/she has run out of friends and relatives to sell.
    3. Being a good salesperson is hard work. If you don’t enjoy working hard, find something else to do.
    4. Don’t talk too much on a sales call.  You’re puking on your client or prospect and they don’t appreciate it.
    5. Don’t use all the bullets in your gun before asking for the order. If the client says no, you’re gun is empty.
    6. Selling something you know isn’t going to help your client’s business is a sure way to lose a client.
    7. If you don’t ask power packed questions, you aren’t going to sell much.
    8. Only by asking the tough questions are you going to learn enough to turn the prospect into a customer.
    9. If you don’t continue to grow by embracing change, you are on your way to failure.
    10. If you make a mistake, own up to it immediately and don’t try to blame someone else for your screw up.

    Selling isn’t for wimps. But you don’t have to be the most talented person in the world to be successful. You DO have to have endurance with the determination of a bulldog to make it.  Selling is lots of fun – if you’re good at it.  Trust me, I’m old and know what I’m talking about.

    What valuable sales lessons have you learned? 

2 comments
  • Bob Roach
    Bob Roach Great advice Alan.  A lot young whippersnappers can learn a lot from an Old Beat-Up Sales Guy like you. Of course it takes a while before they realize they don't know everything.
    November 27, 2012
  • Dave Warawa
    Dave Warawa Excellent post Alan!  Your sales lessons are great ones.  This is a perfect start for any members who are new to radio sales.  Looking forward to your next post!
    December 9, 2012