Preface: Barry Trailer has been a leader in researching/surveying sales performance and providing deep insights into that performance. Something many people may not know is that Barry was trained as a civil engineer. Whenever I get on a Zoom call with him, I’m distracted by the classic drafting table on one wall of his office. We always exchange stories of sitting at those tables, doing designs on paper. Always brings back such fond memories.
A couple of things stand out–one the survey Barry cites stating that sales people are tied with politicians in how credible people believe they are. And Barry’s commitment to change that, “I approach every interaction and honestly believe it’s an opportunity to contribute to a better world. That’s why I’m interested in Sales!” Thanks for sharing your story, Barry.
Why Am I So Interested in Sales?
More than once, I’ve been in the audience at a sales conference when the speaker would ask, “How many people here, growing up said, “I want to be in sales?” It always surprised me to see I was one of just two or three hands raised.
When I was 4-5 years old, my grandparents owned a neighborhood grocery store. I’d hang out there when visiting and my grandmother used to stand me in front of her, introduce me to customers, mess up my hair and say, “This kid is a natural born salesman.”
I didn’t know what that meant but I thought it was the greatest thing in the world!
My first job was a part-time Christmas job in retail sales when I was 12. After that, I worked in retail during high school, sold magazine subscriptions (using birth leads) and even sold encyclopedias door-to-door. I loved every one of these jobs but was not encouraged to go into sales. Instead, I received my college degree in civil engineering.
I consider the six years working as an engineer in the public sector and obtaining my license to be a “detour” in my career. I then spent another 4 years in the private sector selling engineering and planning services (see Why Will Buyers Create Their Own Distinction?).
In what Jim Rohn called “The Day that Turns Your Life Around,” I decided not only to leave engineering but, that my next job had to be straight commission. I went to work for a business owner who was a self-improvement junkie.
From then on, I became a student of sales! I read books, listened to tapes, attended seminars. I was introduced to Strategic Selling and became an ardent fan of formal sales methodologies and sales processes.
The negative stored images people have of sellers/sales reps is so familiar, some people think “Sales Professional” is an oxymoron. Buyers increasingly look to shield themselves from sellers’ outreach efforts. So why am I still a fan?
What I’ve learned over all this time is that sales is about service (not servitude). It’s about establishing and elevating relationships over time; Win/Win relationships.
In a survey conducted by Nielsen long ago, Doctors ranked first in credibility with ministers next. Tied for 19th place were politicians and salespeople!
Imagine if in a new credibility survey, sellers ranked #1 because they’re seen as helping buyers solve problems and create Win/Win relationships and outcomes.
That’s how I approach every interaction and honestly believe it’s an opportunity to contribute to a better world. That’s why I’m interested in Sales!
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