By Nancy Friedman, special to Tire Business
ST. LOUIS, Mo. — I'm not sure who said it, but the old saying, “Nothing happens until someone sells something,” stands true.
Being in sales is a privilege, an honor. I have to admit that making a sale is my personal “drug” of choice that provides a high that just keeps on giving. Sadly, there are many folks out there who dwell on the negative — and I don't do too well with that type of mentality. To some people, everything seems to be “too hot, too cold, too short, too tall, too fat, too thin.”
With that in mind, here are six ways to be a “success at failure.”
• Avoid contacting existing customers. No matter how long ago they bought products from you, don't even call or email them with a nice note — and certainly don't send a hand-written one, that would take too much time — telling them they're still appreciated by you. After all, they already bought from you once so they probably don't need anything else. It's more fun to struggle and find new prospects, right? Anyway, who wants a pushover sale?
• Ignore your customers' needs. Just tell them what you have, the products and services you provide — over and over again. If they're interested, they may buy. And by all means, don't ask them any questions. You're not a detective. Just keep reminding yourself that if you talk long enough, someone will buy something.
• Don't come into the office early or stay late. Let's face it, you're on the job at least 40 hours a week. That's a big window of opportunity for someone to buy something. And for sure if you stay late or come in early, it'll cut into your personal relaxation time.
• Come into the office in a foul, bad mood. This way you can share your negative feelings with co-workers and bring them down, too. Why should anyone else be content and satisfied when you have a problem? Share those negative vibes — enough of exhibiting a happy attitude. By all means, don't let anyone try and cheer you up. It might just work and you don't want any of that.
• Don't read anything about sales; you know it all. There couldn't be anything new out there, right? Or even a reminder of something you forgot. Just ignore that. Do what you're doing. Like the saying goes, “If you always do what you've always done, you'll always get what you always got.” No need to make more money.
• Don't ask for help. EVER. Someone may know something good or more than you and that could make you better. Watch out for that!
There, feeling better? Well you shouldn't.
Nancy Friedman's columns appear periodically in Tire Business online and in print. She is president of St. Louis-based Telephone Doctor Inc., an international customer service training company. She can be reached via email at [email protected] or by phone at 314-291-1012. Her website is www.nancyfriedman.com.