Having a successful sales career means winning and guiding customer attention towards your product. Under this challenging requisite, having a great personal charisma was considered the basic yardstick of a successful sales career. Unfortunately, it was also considered the only means of measuring sales skills.
But, when you look at the greatest sales men from history, they all had applied far greater skills than charisma and blind persuasive ability. Here, we analyze three great sales men and the important lessons that they teach.
David Ogilvy – Father of Advertising – Create a Great Sales Pitch
If you are a good sales man, you could sell to an individual at one time. But, when you can create a great product pitch, you can multiply that effort by many folds.
David Ogilvy, the famous patriarch of one of the greatest advertising agencies, had discovered the power of a great sales pitch well before creating his own advertising agency. During the initial stages of his career, he worked as a door-to-door salesman for selling cooking stoves. After his premature success, Ogilvy created a sales manual (organized sales pitch) for his company, which could be used by other sales employees. This enabled him to perpetuate his success to the entire team and made solid grounds for his later forays into advertising.
Steve Balmer – Ex. Microsoft CEO – Find an opportunity and Get into the Details
Steve Balmer, the almost notorious Microsoft CEO, had previously played a critical part in making his company one of the largest in the world.
Steve enabled Microsoft to penetrate many key markets and sign important partnership deals. He had always focused on the intricate details and interpersonal skills in every part of the project. He also created the ground work for more productive partnerships with device makers to host the company’s flagship Windows OS.
Bob Golomb – car sales person – Don’t be prejudiced
Don’t be prejudiced about a prospect’s appearance. Sometimes, the most unlikely prospect could be your most immediate buyer.
Although not withstanding the last two names, Bob Golomb has his own important lessons to teach you about sales.
Bob Golomb is the director of a Nissan dealership, who rose to the top by selling twice as many cars as his nearest competitor. During his initial days, his open approach and determination to stay clear of prejudice was one of the key reasons for his success. It allowed him to latch-on to the least followed leads, which provided an increased probability of success. This also meant that he wasn’t required to aggressively cut dealership margins to stave-off competition.
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