The Street Smart Salesman

Yes, I know that the tittle says The Street Smart Salesman, and not The Street Smart Salesperson, but apparently the tittle The Street Smart Salesperson didn't quite make it in the mind of the publisher. The fact is,a "salesmen" is as likely to be a female as a male. Also, when I do refer to sales folk, I use the masculine pronoun instead of the awkward "he or she" or "he/she . The decision to make the gender consistent was done in the interest of simplicity and clarity, not bias. I believe the principles and tactics laid forth in the book have no gender boundaries .The freedom to pursue economic success is a birthright; We are limited only by our preconceived ideas of what we are capable of accomplishing, not by any words in a book .your first thought might be ,"why did he name this book The Street Smart Salesman?" Was I trying to be cute, using a clever catch - pharse as a gimmick to get your attention? No , this book is not meant to be cute.This book is not filled with MBA theories that sound good but don't cut it in the real world of competitive selling.This book was named the Street Smart Salesman becuse these are the people who make it happen. They are the achievers and winners in the world of sales. They make the big bucks; they are successful! If you want a piece of the action and desire to make the most of your selling opportunities,read this book it is not meant to be cute; it is not gimmicky; it will become your sale bible. The knowledge in this book will help lead you to large commissions - it is Street Smart savvy! I decided to write this book because too often during my twenty -two years in n sales, I have observed salesmen who were nt able to see all the wonderful opportunities that their profession could bring them. Many viewed as a dead -end job, and become progressively worse salesmen instead of better. The companies that I have consulted with often suffered because of this nagative attitude. This book is written for those who have to communicate the benefits of what they do, including just about everyone Doctors, lawyers, plumbers, gardeners, milkmen etc ., are all selling their services. What do you suppose it means when a person says his doctor has an excellent bedside manners? It means that the doctor has good communication skills;he knows how to sell himself. When someone declares that his attorney is the biggest and best in he's field, what he is really saying is that his attorney has communicated that feeling to him.He has sold himself well. After all, from a technical point of view, most of us are not in a position to judge the competency of the people that we choose to hire. The Street Smart Salesman will make you the best in whatever you do. If you are currently in sales, there is a chance that you already know a street smart Salesman. He's the guy who displays that cocky smile when your sales manager announces a sales contest, You see, the street smart Salesman knows the contest is an incentive for the other salesmen to try to increase their sales, whereas it is money in the bank for our street smart Salesman. He knows he's gonna win, and so does everybody else around him. He hasn't lost a contest since he joined the company. Before the first day is over for the contest, our man, the street smart Salesman, has his savings deposit slip filled out. He is such a sure thing, Vegas wouldn't take odds against him. Invariably, he sells any incentive trip he wins, choosing to go to more exotic places. You might not be aware of it,but you e in the greatest business in the world, selling. Selling does not require you to have a college education or to have been born on the right side of the tracks. It's the great Equalizer; it does not discriminate. Many of the street smart salesman I have known, including yours truly, had nothing until they were fortunate enough to see the fantastic opportunities a sales career could give them.Street smart salesman are the Rocky Balboas of selling. The odds were against their ever becoming champion, yet they beat all the odds. In my own case, when the bell rang at my first sales job, I saw the opportunity and went for the brass ring. Street smart salesman don't roll with the punches; they lead with their jabs and score knockouts. If you are not a champion,start your training program now and read this book; gain street smart savvy! Introduction Street smart salesman are the people who make things happen. They are the achievers and winners in the world of sales. They make the big bucks; they are successful! Street smart salesman are confident, cocky and tough. Nobody is going to take business away from their turf, nobody! Their biggest decision for the year is what color BMW they are going to get. Street smart salesman are heads and shoulders above other salesmen. Who are these salesmen? Do these underachievers all sell,look and talk the Same way ? Is the world of sales comprised only of super- and underachievers? No, that would be far too simplistic. As a sales trainer for the better part of twenty years, I have found that salesmen fall into four distinct categories. I will give you a description of each . I challenge you to put your ego into your back pocket and give some thought to the Kind of salesman you are, and ,more important, to the Kind of salesman you want to be. It ain't easy, but it's street smart. Read on, gain the savvy! In addition, I will tell you about the first street smart Salesman I ever met. It was the most exciting and important day of my life. This allowed me to understand that I had the chance to become part of the greatest business in the world, sales. Once you gain the savvy, your opportunities are unlimited. This book is based on my experience as an extremely successful money making street smart salesman. Let me do for you what that first street smart salesman did for me twenty -two years ago,make you successful . If you want to earn big commission checks, read this book. The essence of street smart salesmen is that they hustle and use every skill that they can develop in order to close sale.If we as Salesman do not write the order during the opportunity that we have with our project, you can bet that somebody else will surely follow and take what once was almost ours. As a sales trainer as well as a consumer, I have been around literally thousands of salesmen and, as a result, have found that they fall into four different classifications. First, there are the salesmen that I call the " order fakers ." These salesmen will be able to sell only one out of ten prospects that they talk to. They wear shiny polyester clothing that enables you to see your own reflection as you reject their pleas to purchase. Their product knowledge is poor, their follow-up is non-existent,and they find the need to talk incessantly about things in which you have absolutely no interest . After being subjected to them for ten or fifteen minutes, you find yourself contemplating a crime that could put you in Jail for the rest of your natural life! By the way ,you can spot these order fakers driving home in 1969 Dodge Darts, with depressed expressions on their faces. Wood Allen once said , "80 percent of success is showing up". Ina sense, even when these order fakers show up, they aren't really there.