How does one become a great salesman? I myself constantly find that businesses are looking for that one character that can not only tell a story but close the deal. Human resource departments spend a plethora of time and money conducting personality tests to find that next energetic enthusiast that will drive their future growth. Fortunately for a student at the University of Georgia, there are people like Dr. Peggy Emmelhainz who have a passion for teaching professionals and giving back to students that she so deeply cares about.
Undergraduate marketing teacher, supply chain management strategist, and creative event marketer; the list goes on for the achievements of this great woman that has made her a brand that matters in the UGA community. In a career sales panel of a leading salesman in their profession, Dr. Peggy Emmelhainz conducted a Questions and Answers section where she helped UGA students understand the importance of sales in marketing. Leading sales professionals at Newell Rubbermaid, Hormel Foods, Eli & Lily, State Fram Insurance, and Altria were on hand at this experiential situation for budding the tools necessary for anyone to achieve success in sales growth.
First, it is important to understand the amount of training that you will go through. 1,200 based products could be in your arsenal and it’s up for you to know how to sell all of them. For example, you might have to call 150 retail accounts and initiate trade programs. Don’t forget direct mail, in-store sales, and brand positioning.
“Successful personal selling has always been: visibility, competitive prices, channels, and prospecting.”
Correct brand management and product training will increase your market research. Marketing and sales are very intertwined. Many marketing majors do go into sales because it is the foundation for any organization. Selling makes money, but marketing is more complex than just sales. Marketing includes:
“Wholesale, pricing, supply and distribution, sales, communication, analytics, connections, behaviors, and outcomes.”
Every salesperson should think of themselves as Tim “The Toolman” Taylor. A self-motivated individual with an arsenal of tools that it needs to use during “Tool Time.” Insightful questions are important to ask because these are how we learn what our customers need. How can you truly give great customer service without questioning? Knowing your day to day business with customers and having a competitive spirit to take on new customers is what drives new business development too.
A salesperson must show the need for recognition of new customers by taking the necessary accountability for great service.
Being up to date is important as a salesperson. Being prepared, humble, and having personal communications skills can show who you are and give a deeper connection with someone. Practice role-playing with your friends or colleagues for help. Prove concise points to your customers and people will better understand what you are trying to communicate to them. It’s also important to not just look at things, but really analyze what people are telling you. Kevin Ellis always told me that the most important thing always boiled down to one thing in sales. “It’s all about communication.” Just ask anyone who ever had him for a class.
Final Thought:
“Innovate. Don’t imitate.”
Related Reads:
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- Stumped by a BAD Hire? How to Net Top Sales Producers (vistage.com)
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- How Not To Be A Salesperson (chrislocurto.com)
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- Chapter 2: Dialing for Dollars, the Newbie Salesperson’s Nemesis (jackturley.wordpress.com)
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- The Sales World is Changing (slightlynorthofawesome.wordpress.com)
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- The death of the salesperson (customerthink.com)
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- Why Salespeople Make Bad Fundraisers (techcrunch.com)
- Mike Morrison appointed as Ten’s new sales boss after a brief stint at Sapient Nitro (mumbrella.com.au)