So You Think You Can Sell?

One of the latest television sensations is all about watching a group of young people dance and then asking yourself, “So you think you can dance?”

I’ve watched, and it is frustrating. How can anyone jump that high and have such flexibility? Can I do that? Was I ever able to do that? The answer is no, of course not. I think it has something to do with genes; I think I received the wrong ones. I’ve taken a careful look at mine and find I just was not made to be a contestant on that show.

This leads to my next question: So you think you can sell? That’s a question all HME salespeople should be asking themselves. I have been training home care salespeople for almost 35 years, and I often ask myself, do they think they can sell? I wonder if some are aware of what it actually takes to be successful.

Let’s look at the key characteristics of a successful HME salesperson. As you may have heard, “If the shoe fits, wear it.” If not, well, the decision is up to you. Maybe you already believe that you, or one of your company’s salespeople, might be in the wrong position.

What are successful salespeople made of?

• A personality that makes people want to get to know them. This is almost indefinable. It is about a smile, an approachable attitude and an enthusiasm for what a salesperson sells. You can sense that personality when the salesperson walks into the room, puts out a hand to greet you and talks with a certain spark about the products and services his or her company offers. Their walk depicts a personal energy, and they exhibit not only excitement about sharing but also about listening. A salesperson like this is someone you would find interesting to have coffee with or to take a break with during a stressful day.
• A work ethic that allows them to function independently without constant reminders about what to do next. Work on the road can be lonely at times, often with no one around to share successes or failures. The work ethic of successful HME salespeople finds them needing no reminders about when to start the day. They not only do what is expected but usually exceed expectations.
• They keep their promises. They understand the importance of a customer and what the customer can mean in generating a positive image in the marketplace. When they tell someone they are going to do something, it will be done exactly as promised. Their word is as good as their reputation.
• They do not work for the company, but with the company. They do not see their role in the organization as any better or any more important than anyone else’s. They are part of a team. While they may be paid better, work on commission and even find themselves dressing better than most in the office, they are not beyond helping with a delivery, taking an order on the phone or assisting in making sure a prescription is complete by taking the time for another visit to the physician’s office.
• They have tremendous patience when they believe there is gold at the end of the road. Successful HME salespeople understand that it takes time to build a relationship and to garner the trust of the referral source. But they are on the hunt for the cheese, never knowing where it may be lurking. They understand what their goals are and patiently and persistently turn over every rock in the territory that will help them reach their goals. They take challenges as opportunities and continue to look for new strategies and plans that will help them cross over these challenges that often appear as insurmountable obstacles.

• Rejection is only a minor obstacle in their workday. They try not to take too many business issues personally. They realize they could have been rejected because the referral source might have had a previous bad experience with the company they represent. Maybe they simply reminded the customer of a person he or she just doesn’t like.

Successful HME salespeople understand that rejection is a part of sales work. They have determined to make sure they call on someone who loves them first thing Monday morning, just to ensure the week starts out right. They realize that no one wants to be rejected on Monday morning.

Maybe the energy it takes to be a great dancer is the same energy and enthusiasm it takes to be a great salesperson — lots of practice, a great work ethic and a passion for what you do.

So, do I think I can dance? No. I’ve got the energy and the passion, but there’s no way I can get this left leg that high in the air. Do you think you can sell? I hope so, but if not, you still may find dancing an option.

Sometimes with a positive attitude you can get a lot accomplished. I am going to try this leg thing one more time. I hope you will try making that difficult sales call one more time as well.

Read more Sales Notebook columns.

Louis Feuer is president of Dynamic Seminars & Consulting Inc. and the founder and director of the DSC Teleconference Series, a teleconference training program. You can reach him through www.DynamicSeminars.com or at 954/435-8182.