The Sales Gene

I was in Dallas, giving a presentation to a group of paper sales reps. Our group was large enough that we had a private breakfast buffet set up next to the conference room. Attendees drifted in one by one, groggily seeking coffee and sustenance, and we sat together, talking.

Along came the three young men. Had I not known them better, I might have mistaken them for participants. In fact, if they’d grabbed plates and started serving themselves, I don’t think anyone would have said a word. But one of them stopped short and asked, “Is this only for your group?“ Naturally, we said it was. I added, jokingly, “Unless you want to apply for a job. They are hiring.”

Here’s where the sales gene kicks in.

Having been rejected, two out of three of these breakfast-poachers turned and left the room.

One didn’t move an inch. Instead, he asked, “How big is your group?“ and “Who is in charge?“ and finally, “Would anyone mind if I filled a small plate?“

If you don’t ask, you don’t get. Some people give up immediately and others enjoy a free breakfast, all because they asked a few questions, ignored obstacles, and showed a little persistence.

And because they have the sales gene.

Sales Challenges Solved in The Sales Vault this week:

• “I know the target…now what?
• Selling to Vertical Markets

Learn more at SalesVault.pro or call Bill Farquharson at 781-934-7036.