This week, I’m tackling the role of sales. It’s been a blast so far!
I got to interview my cousin, David Rivera, who has a background in sales with Go Wireless and Wireless Advocates.
Along with David is my mother, Rena Drabant, who is currently an Independent Sales Consultant/Sales Leader with Norwex.
Their perspectives bring a different spin on this role, and it shows how layered the position is.
Q1: What do sales entail in terms of day to day activities?
David: “Sales, as a whole, entails a few large duties, and a few smaller duties. The large ones are fairly straightforward. You should try and sell the right product to the right customer, make sure you have a solid knowledge of what you’re selling, and ensure that you look presentable. The smaller duties entail keeping your workspace clean and organized and that your products are displayed correctly.”
Rena: “Day to day sales activities requires a system of reaching out to prospective, interested customers or clients. These are folks who genuinely have a direct benefit to what
you are offering.”
I love the contrast between face to face sales and mainly over the phone sales, as well as the similarities with making sure the product benefits the customer.
Q2: Why is this particular role important to the overall health and success of the business?
David: “Having a clean and organized office makes it easier for customers to know that you care about how everything looks. Just like you clean your house before company comes over. In terms of the sales duties, you want to make sure the product you sell is going to stay sold. If you have to spend your time returning products you’ve already sold, you’re losing out on selling to new customers. Time is money and all that.”
Rena: “In my case, I represent a company whose values are based on integrity, trust, and respect. When I make a point of intentionally connecting with my interested customers regularly, I am communicating how much I value them. That means having a system to follow every day, week, and month.”
Q3: What are the hardest parts of sales?
David: “The hardest part for me is learning how to explain the same thing multiple ways with patience. Often, the customer you’re speaking with will not understand your answer until you’re on your fourth or fifth explanation. Staying patient with people goes a long way in sales.”
Rena: “A particular challenge with sales comes when you are not being intentional about getting to know your audience, your guest at an event, or your customer or client’s specific need.
What problem are they trying to solve? You need to know so that you can provide the solution.”
Q4: What are the most rewarding parts of sales?
David: “In my case, the most rewarding parts of sales come from everything coming together. When you’re able to connect with the customer, identify their wants and needs, and construct a sale specifically for them that they agree to, it’s the greatest feeling. The customer is happy, and you made a sale that gets you paid.”
Rena: “Being in sales is particularly rewarding when a customer has what I call an ‘aha’ moment. They get the deeper mission and reason for the product and company you are representing and how everything presented will benefit their life and the lives of their loved ones.”
Q5: Is there anything cool or interesting about sales that most people don’t know?
David: “There are a lot of things that go on behind the scenes in sales. Whether it’s meetings, training, or conference calls, salesmen and women are always trying to get more efficient at selling. There is always a different strategy, a different phrase, a different explanation that can be learned or passed along to help someone get better.”
David emphasizes the constant improvement that is strived for in this role, and that echoes the other role’s I’ve researched this month.
David: “Sales is also a great career path to develop the ability to communicate with all types of people. It’s one thing to be able to talk to people. It’s another thing when you learn how to both understand and be understood by people.”
Rena: “Something I’ve found amazing while working in sales has been the incredible connection I have with others. I have made life-long friends working in sales that I never would have expected. That’s because they know I care and will follow up with them in a genuine, purposeful way! I find a need and fill it.”
Q6: Are there any negative stereotypes or misconceptions people have about this role that you think are untrue?
David: “Not every person in this role is wanting to make money by ‘pulling one over’ on someone. Just like at every job, there are good apples and bad apples. In my experience, you see more people that go for quality of sale than people that go for quantity of sales. Don’t get me wrong, some people will try to get as much from a sale as possible. The best way to avoid that is by doing your research before any major purchase.”
Rena: “A sales person’s ability to ‘share’ a product vs. ‘push’ a product gets routinely misread. I like to think of sales as an opportunity to educate a customer on a new line of products that will truly, authentically help save them time and money. It’s untrue that a good salesperson is pushing a product when all they are really doing is educating you and giving you a choice.”
Q7: What does it take to be successful in sales?
David: “Flexibility is paramount in sales. You have to account for the fact that people might change their mind on a purchase. They might change their idea of what they want and you have to be able to adapt to that change on the fly. You can’t memorize a script and expect a sale to follow that to a tee.”
Rena: “It’s been said, ‘there is fortune in the follow-up.’ It’s imperative that once you’ve served a customer, you collect their contact information, and follow up with them based on a timeline you both agree on.”
Q8: What kind of hard skills are necessary or useful for sales?
David: “As mentioned prior, flexibility is important. Additionally, being able to clearly explain your products and services is difficult at the start of your sales career. Depending on the sales environment, you might include learning your sales computer system. Each one could be different, and while you can follow the book and get by with the system, you learn useful things the longer you’re selling. Sometimes, the system can even open opportunities for customers to buy into a new program or product that, in turn, creates opportunities for you to provide them with another service.”
Rena: “To be successful at sales, you need to understand communication, time management, and be willing to follow through with each person you have served. Find out what they need and figure out how to fill that need with your product or business opportunity.”
Q9: What is one thing you wish you had known before starting in sales?
David: “I wish I knew how much money someone actually makes being a salesperson. Sales can be an extremely lucrative business for some. During the interview process, you get informed of what the possibilities are when it comes to how much you can earn. While sales is a fluid business, different companies have different payment structures for commission. Companies also change structures every once in a while. So, had I known that I would have made changes in my sales career sooner.”
Rena: “If I had known how fun being in sales was, I would have jumped in sooner!”
Check back here for more insights and breakdowns of this fascinating role. Up next, we’ll look at why sales are essential to a business.
Thanks for reading!