Where You Start Is Not As Important As Where You Finish
By Alice Henry
December 31, 2015 12:04pm CST
I just came across one of my "motivational" speeches that I used to present at our sales meetings. I sold jewelry for 35+ years and had a TEAM of over 75 active sales representatives under me that I tried to keep motivated so they could earn higher paychecks and earn prizes and trips. I myself, earned over 30 FREE trips during those years with the jewelry company I worked for. Not everyone is cut out to be a salesperson. I never thought that I was either, until I saw that the more I sold, the more money I made. When you work for a "commission" as opposed to a set salary, you have to stay motivated. IF you don't sell any products, you don't make any money. I used to talk to my TEAM about "what motivates a person" to sell more. One of the things that I talked about all the time was that it was NOT important where you start, it's where you finish. That's true when it comes to a lot of different situations, whether you are in a foot race or a sales contest or even raising your children. Think about it. You may know nothing about selling or raising children, but you can LEARN by experience. With selling, you have to learn what NOT to say as well as what to say. You have to know your product and how it benefits the person to whom you want to sell it. What benefits can jewelry have for the buyer? I had to learn what those benefits were since Jewelry is NOT an item that is necessary...it's NOT consumed so that it has to be refilled...it's even considered to be frivolous by many people. So, how did I convince customers to purchase it from me over and over again. And how did I teach other sales persons to do the same? I knew nothing about selling but I learned the techniques because when I started out, I made a lot of mistakes, but I FINISHED well. Are you good at sales?
2 people like this
• United States
1 Jan 16
I was not good at selling when I first started, but I learned quickly what to do. I did my homework, learned my product and learned how to explain the difference in our jewelry and what others had to offer. And I practiced my presentation over and over. I learned what to say and what NOT to say. That works, no matter what you are selling. And if you practice enough, you will learn to be smooth in your words.
• United States
1 Jan 16
It's all about knowing as much as you can about whatever you are trying to sell. It's about the benefits someone receives if they decide to purchase whatever you are selling. There was a lot of competition in selling jewelry. There are hundreds of jewelry stores and less expensive jewelry, but I learned to show customers why they should purchase our jewelry as opposed to anything else they COULD choose to buy.