A sales rep friend and I were talking one afternoon about how to improve his selling skills. He’s been in financial services for 13 years, but as of late his business has been slow. He was telling me how bad he felt because he wasn’t getting many appointments. People weren’t returning his phone calls. In addition, the few people he was speaking to weren’t interested in meeting with him.
San Francisco residents who have been following the Steven Slater, JetBlue flight attendant story, will note that the flight attendant has now pleaded guilty after he set off an emergency jet laundry chute door hardware and slid down it, just after cursing at passengers when he had an alleged altercation with a passenger.
Lilly Scott did better with the Beatles’ “Fixing a Hole,” playing her guitar and bringing an indie vibe to the song. Ellen liked it a lot, praising her stage presence and unique voice. Simon said Lilly was “the best we’ve had so far,” although he thought she lacked star power. Kara termed her believable and comfortable on stage. Randy also liked her persona.
Buyers have a requirement and a budget. They probably even have a chutes parts but there is a lot more than just the product or service. There is a variety of choices such as colour, size, quantity breaks, shipping / delivery points and there is also packaging to consider. All this and the budget to consider. They really want no surprises once they’ve placed their order. They really want to feel confident that everything will arrive as and when planned. That’s why the incumbent supplier has an edge. The comfort zone.
Some of them are people who just need to fill that magazine issue and sell some ads and are terrified of doing anything different from the last 117 issues lest someone else get mad or make fun of them. And some people just can’t stand it when not everyone conforms to their idea of what looks good.
I’ve watched salespeople start off their careers like a rocket roaring into outer space. But inside a few short years their business had leveled off. Their meteoric rise to stardom had stopped, and their sales volume and commission level in no way grew by a lot more than five, ten or fifteen percent a year… at best.
However, with the creation of airplanes, parachutes became more useful vehicles. By World War II, they were standard issue equipment for pilots as life saving devices. Today, hundreds of people make their first parachute jump each day. Parachuting has become an extreme sport of magnificent popularity. First timers take several hours of training to complete the first parachute jump. They are trained in everything they need to know to make the jump safe including what equipment is used during a jump, how to leave the plane they’ll be jumping from, how to us a reserve chute in case the first doesn’t open, and how to land. Historically, the first parachute jump is in question, but thousands make their first parachute jump each year.