"Regardless of what you are or what you have been, you can still become what you may want to be." — W. Clement Stone

By Wayne Beck

Selling is Hard

I must have been about five years old… My brother opened the front door to greet the Fuller Brush Man, "My mom said to tell you that she's not home." Mom sheepishly was hiding in the hallway, just out of view. She just didn't want to be put on the spot to make a case for not buying.

For the salesman, any kind of rejection is tough, then add in long hours, heat, rain, mud, finances and more. Finding ways to bounce back, sharpen the saw and keep your perspective requires conscious planning which builds failure into the success equation.

My Earliest Door-to-Door Experience

As a kid I raised money for our annual Boy Scout pancake breakfast, the best parking lot breakfast money could buy. Our corporate sponsor made sure that we had the right training, food and equipment. Maybe they anticipated being hungry on Saturday morning. Or maybe they just couldn't resist a cute kid standing at the door. After all that's why we still buy lemonade from our neighbors.

How I Discovered that I am a Salesman

Whether it was cleaning ditches, loading railroad ties, or controlling rodents, I was an ace employee at Greek Gardens Garden Center. I didn't think of myself as a salesman, yet there I was. All I wanted was to see the customers succeed. They needed our products to do so. I couldn't imagine it any other way. I soon realized that more and more people were coming in asking specifically for me. The more they came the more I wanted to be prepared to serve them.

I knew I was a salesman when I suggested to a customer that he could get a landscape plant for a couple of dollars cheaper at the big box store across the street. Even though it wouldn't come with a warranty like ours, if he followed my advice the plant would thrive. He thanked me and said, "But I'd rather buy it from you." That kind of unsolicited loyalty and feedback refuels the tank and gets you through any tough day.

Making a Living Door-to-Door

The circumstances led me back into sales, this time to support my family when other options failed. I found work, selling, with ChemLawn (now Tru-Green) spraying fertilizer and other treatments on lawns and trees. The product line-up was popular, producing the best lawns in any neighborhood. My expertise and experience made me a perfect fit for the job.

Each of us had a route and sold and serviced every account within that area. Many of my sales were referrals, but most came from knocking on doors. It was exciting when potential customers would flag me down, anxious to buy because they had seen the results of my work. Ours became the top producing office in the company.

How My Sales Experience Has Influenced My Life

As a police officer my selling experience was a godsend. I had learned to develop relationships of trust and to do so quickly. In sales, the first goal is to get past pre-conceived notions of what a salesperson is, or to get past someone's previous negative experience. I learned to understand what other people felt and realize that I was disrupting their schedule. I did exactly the same things in police work.

Selling Teaches Me Balance in Life

The most effective sales people I know are not pounding doors 16 hours a day, seven days a week without a break. They take time to get to know the area and the local customs and culture. This keeps them healthy and alert while helping them better understand the area and the people they intend to serve. You must work hard, but it is essential to plan in exercise, rejuvenating recreation, social support and proper eating.

Selling Builds Confidence

It takes courage to step into someone else's environment and world and a great deal more courage to make contact and develop a business relationship. This courage is valuable in any workplace. When I see a need in the workplace I have the courage to do the research and either make a presentation or more often to just push forward with my new innovations.

Selling Builds Relationships

Making friends and meeting people — whether selling pancakes, or beautiful lawns I learned to immediately connect with people and understand them. Those skills allow me to connect with people in virtually any circumstance. No matter where I go I'll never be alone.