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Sales and Marshmallows

October 7, 2010

My first job out of college was with Kraft Foods. My first sale was a marshmallow rocket. Sounds stupid, but I do not think I was ever so excited about any sale as I was that first sale. Sometimes sales are made just because the sales person is so excited about the product offering that it becomes contagious.

For many sales folk, that lack of spark, passion, and excitement has long gone from their spirit. Has this happened to you? Are you jaded by the lack of support in your company? Have your numbers gone down?

Selling is a science and a process, but many of the techniques and methods of sales will not be successful if your passion and desire are lacking. One can talk about features and benefits, but if you do not believe your customer will not believe.

You have to believe in your product! Be passionate, be energetic, and get engaged about the products and services you are selling. I thought I could never be excited about selling marshmallows. Make it exciting, make it challenging, follow your numbers, and above all be accountable for the sale being made or not made. If you did not make the sale, consider taking a strong look in the mirror rather than just placing blame on external factors like the company.

Sell tons of marshmallows and if you are having problems with that energy and motivation, let’s talk about how to get it back. .

2 Comments leave one →
  1. John Hyman permalink
    October 12, 2010 5:53 am

    All very good points. And if you put yourself in the role of the decision maker is there anything worse than a salesman or service provider who lacks conviction? Certainly makes it a lot easier to say NO, doesn’t it?

  2. October 12, 2010 7:23 am

    A great point. I remember one salesman that was so totally obnoxious, but was so convinced that his product and service was the absolute best that people bought because of his conviction and nothing else. Read Robert Ringer’s ‘Winning Through Intimidation’ It is really about conviction and confidence.

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