| When I first started the sales profession, my | | | | the finest cars he's ever had, and that he really |
| sales manager gave me some sound advice: | | | | hates to part with it. |
| Think of yourself as a consultant, not a salesman. | | | | A sales professional should be seen as a trusted |
| Every sales professional has a duty to be a | | | | adviser not some swindler looking to pick your |
| problem solver to their client. This is a long term | | | | pockets. People who are short sighted, go for the |
| tactic to developing a strong business relationship. | | | | quick sales. They make recommendations that |
| Sure, it may not yield incredible gains up front, but | | | | are intended to fill their bank accounts, not their |
| you're in this for the long haul, right? | | | | client's bottom line. I've been faced many times in |
| What image comes to mind when I say "used car | | | | my sales career with the tough choice of delayed |
| salesman"? | | | | gratification- putting off the short term fruits of a |
| For some reason, I always think of some fat, | | | | big order when I knew it might not be the best |
| greasy haired guy with a toothpick in his mouth, | | | | solution at that time for the prospect. In order to |
| telling me that the 1991 Ford Escort sitting on his | | | | be seen as a consultant, you have to think like a |
| lot with bondo finish and one flat tire, is one of | | | | business owner. |