| I went to college to learn about the world. I | | | | uncovered what I needed most: to develop a |
| wasn't focused on any particular skills or expertise | | | | great sales career. I learned that I needed to |
| and I assume that's why they call the degree I | | | | become an expert in the sales process, which in |
| received "Liberal Arts". Please know, I would not | | | | my professional opinion is the difference between |
| trade my education for anything and if I could do | | | | sales success and sales failure. The answer was |
| it all over again, I'd do it the same way. Although | | | | found in powerful sales training. |
| it was a great experience to learn about the | | | | An Entry Level Position In Sales |
| world but there was one problem... I didn't learn to | | | | In today's competitive job market, it is difficult to |
| earn! That sad reality hit me just before | | | | get your foot in the door of a major corporation. |
| graduating. How was I going to make a living? I | | | | It seems there is always someone with just a |
| met with my Guidance Counselor and asked how | | | | little more experience that gets the job. However, |
| my degree in History could lead to a job. I was | | | | if you search the popular Internet job sites, you'll |
| told I could be a Historian or a History teacher but | | | | discover the numerous openings for entry-level |
| neither of those appealed to me. But then, just as | | | | positions in sales. These companies are looking for |
| the meeting was about to end, the Counselor | | | | bright individuals to represent their products or |
| came up with one more suggestion... a career in | | | | services. The sales department is a great place to |
| professional sales. His career suggestion changed | | | | launch a career that could, and should, lead to a |
| my life forever and served me well throughout | | | | six-figure income. Sales representatives also |
| my professional career. I now encourage others | | | | receive many additional benefits not offered to |
| looking for an entry-level position in the business | | | | those in other departments. |
| world to consider a career in professional sales. If | | | | Professional Selling |
| you, or someone you know, are looking for an | | | | Professional salespeople are very important key |
| entry-level career opportunity, a career in sales | | | | employees because nothing happens until |
| should be on your radar. While I traditionally work | | | | something is sold. Since salespeople are meeting |
| with experienced salespeople interested in | | | | with clients and prospects every day, salespeople |
| improving their selling skills, I also enjoy introducing | | | | know more about the markets a company |
| people to a new career in sales. | | | | serves than employees in other departments. For |
| Professional Sales Career | | | | that reason, professional salespeople receive |
| Upon graduating from college with a degree in | | | | extraordinary benefits such as a car allowance, |
| History, I was ready to take on the world. Armed | | | | paid expenses and the freedom to set their own |
| with a brand new suit and a trim haircut, I lined up | | | | schedules for customer appointments. In addition, |
| my first job interview with a reputable company.I | | | | professional salespeople receive commissions and |
| was prepared to work hard by giving it my all, | | | | those commissions allow salespeople to achieve a |
| but most of all, I was prepared to make lots of | | | | six-figure income. If you are looking for career |
| money. After all, I had the energy, youth and | | | | advancement, know that most Chief Executive |
| optimism of a new graduate, so as far as I was | | | | Officers started their careers by becoming sales |
| concerned, the world was my oyster. But, I | | | | representatives. |
| forgot one very important thing. I didn't know | | | | What Constitutes a Good Salesperson? |
| anything about selling. In my naiveté, I | | | | In the process of my own sales career, I |
| thought all I had to do was get people to like me, | | | | discovered that most people believe that selling |
| and once they saw what a great guy I was, they | | | | has to do with having charisma or just an |
| wouldn't be able to resist what I was selling. | | | | outgoing personality. But selling has nothing to do |
| Obviously, I didn't have a clue about professional | | | | with either of those two characteristics. To be a |
| selling, which takes into account every aspect of | | | | good salesperson you must first become aware |
| a prospective sale such as knowing what's in your | | | | of and use sales skills. So, if you are interested in |
| buyer's mind, getting the results you want, | | | | a career position in sales, here is the strategy you |
| preparing for a sales presentation and seeing it | | | | can use to avoid the mistakes I made the day I |
| from the customer's point of view. As I said, I | | | | met that ceramic turtle. |
| knew absolutely nothing about sales. | | | | Strategy For The Sales Interview |
| Sales Skills | | | | Interviewing for a sales position is different than |
| So, there I was at my first sales interview with | | | | interviewing for any other corporate position. |
| an electronic cash register manufacturing | | | | Sales Managers receive a great amount of |
| company. Keep in mind that this interview was | | | | interview training so they are experts at |
| quite some time ago, so electronic cash registers | | | | uncovering strengths and weaknesses. During the |
| were just becoming very popular. And even | | | | interview, sales managers are busy determining if |
| though the interview was many years ago, I can | | | | they would buy something from you. Sales |
| still remember it as if it were yesterday. I | | | | managers want to know if you can sell yourself |
| remember it, because it literally changed my life. | | | | because if you can't, you probably can't sell a |
| While talking to the Sales Manager, who was | | | | product. Also, the sales manager expects you to |
| conducting the interview, he looked me squarely in | | | | ask for the job to demonstrate you are capable |
| the eye and said: "So, you think you can sell?" He | | | | of asking for an order. Due to the factors just |
| then handed me a ceramic turtle that was sitting | | | | mentioned, I urge you to prepare for your |
| on his desk and he said, "Sell this to me". Once | | | | interview by getting some strong training on how |
| again in my innocence and lack of knowledge, I | | | | to interview for a position in sales. Training of that |
| went on and on about how beautiful the turtle | | | | kind is available at many places including The |
| was and how the turtle was something he should | | | | National Sales Center. |
| buy. It was painfully clear that I knew nothing | | | | Sales Training |
| about the art of selling nor did I know anything | | | | Avoid making the mistakes I made the day I met |
| about the sales process. I didn't even know there | | | | that ceramic turtle. Besides some interview |
| was such a thing called sales training. Not | | | | training, get some sales training. No one experts |
| surprisingly, I didn't get the job, but I learned | | | | you to be a sales expert when you apply for an |
| something very beneficial. I learned that there is | | | | entry level sales position but some knowledge of |
| something called salesmanship and if I was to | | | | the sales process will improve your chances of |
| become a good salesperson, I needed to master | | | | getting hired. An understanding of the sales |
| it. Because I genuinely wanted to be trained | | | | process will also help you to sell yourself to the |
| correctly, it was at that moment that I decided | | | | sales manager and it will also help you with the all |
| to become a true student of the sales process. | | | | important post interview follow up contact. Your |
| Studying the Sales Process | | | | follow up effort after the interview demonstrates |
| From that day forward, I started reading every | | | | you will follow up after a sales appointment. |
| book I could get my hands on about sales training. | | | | Keys To Your First Sales Job |
| Initially, I made a lot of mistakes and often got | | | | I urge you get some interview and sales training |
| very discouraged. However, I kept reading books, | | | | prior to your first sales interview. This type of |
| studying the sales process and observing | | | | preparation will greatly enhance your chances of |
| successful salespeople. Thirty-five years later, I'm | | | | getting hired. A career in sales is rewarding and |
| proud to say that I've accomplished a great deal | | | | exciting so the effort you put in to being |
| in my sales career, as my own success has | | | | prepared is well worth it. In fact, that preparation |
| allowed me to work with and train thousands of | | | | is the difference between success and failure. |
| salespeople from some of the largest companies | | | | Also, your knowledge of the sales process will get |
| in the nation. But, I actually attribute my success | | | | you off and running the very first day of your |
| to that day I met a ceramic turtle and a wise | | | | new professional career. |
| sales manager. Instead of getting a job, I | | | | |