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The Definition of a Salesperson
The sales professional makes the difference when it comes to both making the sale and maximizing the sale.
This is perhaps best illustrated in an anecdote I found through a sales director years ago.
When a new sales rep asked, “What’s a salesperson?” this is the story that was told-
A young fellow walked into a department store and asked for a sales job.
Since the applicant had no previous sales experience, the manager was naturally leery.
But having a soft heart, he said, ‘I’ll give you one day to prove yourself. You can start right away in sporting goods.’
Later in the day, the sales manager dropped by to see how his new salesman was doing and found him talking to a customer.
He overhead the new sales associate tell the customer
‘You’ve made a good selection. This is a terrific fishing rod, the best we carry. But you know, the really big fish aren’t by the shore. You have to get out into the middle of the lake. What you need is a boat.’
The customer hesitated for a moment but finally agreed.
The salesman went on.
‘Of course, by the time you row out to where the really big fish are biting, you’ll be too exhausted to enjoy yourself.
