Thursday, July 30, 2015

Maybe You’re Not Meant for Modular Home Sales

I have been in retail and wholesale sales in one fashion or another for more than 60 years. I started helping my father by stocking shelves in his retail store in Milroy, PA when I was six years old and by seven I was taking orders and ringing the customer’s purchases up on a hand operated cash register and making change. Did I mention I was 7 years old and had to stand on a chair to reach the cash register?

I love selling and after all these years I’ve met a lot of salespeople that should be fork lift operators or truck drivers; anything but modular factory sales reps.

Many of them wandered into the modular factory sales positions for all the wrong reasons.

It was what their parents or girlfriend/boyfriend or spouse wanted them to do…
…or their friend told them about an open position at the modular home factory and said they should just “give it a try”…
…or they were desperate for any position possible.

I know that someone can go into a factory sales position for any of those reasons (or other reasons) and discover they LOVE sales!

They find out they are totally cut out for it. They excel and savor every opportunity that being a salesperson affords them.

If that describes you, congratulations!  Sounds like you should just keep being a salesperson and be the best one possible.

However, for the people who question if working in the sales department of a modular home factory is the right for you, here are 3 ways to know if you should stop being a salesperson:

1.  You suck at motivating yourself.
Sorry to be so blunt, but being in sales means there are going to be good times and bad times.  The people who not only survive in sales but thrive are the ones who are not dependent on outside factors to motivate them.

If you constantly have to have an external carrot dangling in front of your face or you have to have your manager standing over you on a daily basis to get you out selling, then sales is not the profession for you.
Some things may light a fire under us to pique our interest, but ultimately, what it comes down to is what we CHOOSE to do in response to that.

More importantly, what do you CHOOSE to do when nothing is lighting a fire under you?

If you aren’t the type who can motivate yourself — and motivate yourself consistently — then you have no business being in modular factory sales.

2. You minimize the importance of prospecting.
One of the primary things a successful salesperson focuses upon is keeping their pipeline full.  The salespeople who are exceptional actually like to prospect!  Imagine that!

Prospecting does not have to be a dreaded (or worse, neglected) aspect of sales.   If you are consistently coming up with reasons why you don’t really need to go after new customers, then you really should stop being a salesperson.

If, on the other hand, you want to continually refine and expand your prospecting skills, then you will create success like you have never known.

Here’s the deal — prospecting is a part of sales and if you can’t wrap your mind and actions around that, it will always be a horrendous thorn in your side.

3. You don’t believe in your price or your product.
This is a big one for many factory sales reps, but if you don’t believe in your price or your product, you will fail miserably at selling.  You will either subtlety talk the customer out of buying or you will regularly discount the price.

This is devastating.

If you are in a sales position right now and you don’t trust your company, its product or its pricing, you should take a break and stop being a salesperson.

Take a good hard look at why you don’t believe in the product or price.

For that matter, take a good look at how you are as a customer.  Do you consistently question the price on everything you buy?  Do you consistently question the motive of every company from which you are buying?
If you do, then sales is definitely not the job for you.  You should stop being a salesperson.

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