Delivery Selling intangibles Order-taking Banging the drum Selling tangibles more skill and pay more uncertainty
McMurry’s traits of the perfect salesman The wooing instinct. Boundless energy and optimism. A chronic hunger for money. Self-discipline and a capacity for hard work. Sees obstacles or rejections as a challenge.
The best salesperson has a perfect balance between ego and empathy
3 kinds of sale Task oriented - let’s get this done Self-oriented - buy me lunch and we’ll talk Relationship oriented - can we be friends?
Overvalued Experience Contacts Passion for the product
Undervalued Optimism Tenacity Context - product and relationships
Before hiring ask... What’s the context? What will this salesperson have to do? What do I really need to pay for? What attitude must they have? Does this job match their self- perception? Finally, what skills?
Tell me a story Crisis Struggle Resolution Make the listener feel heroic. Make the salesperson feel heroic.
Internal It’s all my fault External They made me rush! Stable Always happens to me Unstable First time in ages Global My whole life is like this Specific It’s just one sale PessimistOptimist Responses to a lost sale
Cheerful realism Identify any self-defeating thinking. Gather evidence to support or undermine your fears. Distract yourself from negative thoughts. Widen your social bandwidth.