We’ve all heard about “Natural born salespeople who could sell ice cubes to Eskimos.” I’ve been lucky enough to meet a few of these in my lifetime. A couple “Naturals” I remember worked for M.E. in the late 70′s, they are both retired now. What I learned from them is well worth passing on. Both wrote $150,000+ in the field when 110 watt light bulbs were $1.29 each and 4′ Coolwhite fluorescent were $3.69 each. Both of these salespeople lived in sparsely populated areas, one was overwight and tended to be a bit long winded too. The other was famous for his “Crashes” when he got mentally down and failed to write much business. You can see they were “Natural born salespeople” like all of us they possessed certain shortcomings, but because they were hard working , persistent and creative they overcame their liabilities and became the standard by which the rest of the sales force was judged. One’s pitch was simple, “Maintenance Engineering has great productsand that’s why we tell our story to everyone.” The other when he reeived his award at our Sales Convention said, “Pride, courage, energy, discipline, enthusiasm, and work.” Then he sat down, these words have been part of the Maintenance Engineering legacy ever since.
Next time we think of “Natural born salespeople” it wouble be good to remember the lessons of these two great salespeople of the past. By looking in the mirror we can all see a great salesperson if we are willing to put forth the effort to achieve that goal.
Frank Grendler
Maintenance Engineering
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