Almost 2 years...

I've just modified my profile.  I now am 34.  I also am in my second year of learning to be a salesman.  Here are some of the important things I have and am learning:

1. Time Management - Just like a service position, or a manufacturing position, time is money.
2. Diligence - Consistency in filling the pipeline, following up with customers, asking for referrals
3. Goals - don't settle for people to call me, reach 30-50 decision makers a day!
4. It's not about me, it's about my masters (customers)
5. If I treat my fellow employees(and family) with the same respect I treat my customers, my customers will sense it
6. Business is simple.  Serve people, and they will want to do business with you!

Selling the Invisible

I have been driving a lot recently; which means I have been a listening a lot to CDs.  One of my favorites is an audiobook - Selling the Invisible by Harry Beckwith.  This is read by Jeffrey Jones (the emporer in Amadeus and the principal in Ferris Bueller's Day Off). 

There is a simple premise - how do you sell services?  People can't fondle them, see them, hear them, listen to them - they are taking a risk and usually paying a down payment or signing a contract.   How do you calm their fears and dissolve their doubts?

Well, this book has some time-proven answers - simple, yet insightful. One of my favorite quotes is - everything is marketing from the initial phone answer, to the layout of the final invoice; every employee is involved in marketing and sales!