So You Think You Can Sell?

One of the latest television sensations is all about watching a group of young people dance and then asking yourself, “So you think you can dance?”

I've watched, and it is frustrating. How can anyone jump that high and have such flexibility? Can I do that? Was I ever able to do that? The answer is no, of course not. I think it has something to do with genes; I think I received the wrong ones. I've taken a careful look at mine and find I just was not made to be a contestant on that show.

This leads to my next question: So you think you can sell? That's a question all HME salespeople should be asking themselves. I have been training home care salespeople for almost 35 years, and I often ask myself, do they think they can sell? I wonder if some are aware of what it actually takes to be successful.

Let's look at the key characteristics of a successful HME salesperson. As you may have heard, “If the shoe fits, wear it.” If not, well, the decision is up to you. Maybe you already believe that you, or one of your company's salespeople, might be in the wrong position.

What are successful salespeople made of?

• A personality that makes people want to get to know them. This is almost indefinable. It is about a smile, an approachable attitude and an enthusiasm for what a salesperson sells. You can sense that personality when the salesperson walks into the room, puts out a hand to greet you and talks with a certain spark about the products and services his or her company offers.

  Their walk depicts a personal energy, and they exhibit not only excitement about sharing but also about listening. A salesperson like this is someone you would find interesting to have coffee with or to take a break with during a stressful day.

• A work ethic that allows them to function independently without constant reminders about what to do next. Work on the road can be lonely at times, often with no one around to share successes or failures. The work ethic of successful HME salespeople finds them needing no reminders about when to start the day. They not only do what is expected but usually exceed expectations.

• They keep their promises. They understand the importance of a customer and what the customer can mean in generating a positive image in the marketplace. When they tell someone they are going to do something, it will be done exactly as promised. Their word is as good as their reputation.