| Let me ask, have you heard the joke about the | | | | someone with an insatiable appetite for learning. |
| light being on inside the fridge? Top sales | | | | He wanted to know everything he could about |
| professionals, like fridges, are always "on". | | | | financial planning and the products he represented. |
| Let me ask, have you heard the joke about the | | | | He was a keen student of his sales manager and |
| light being on inside the fridge? You know, where | | | | a constant observer of the successful reps |
| you were asked to open the door of the fridge | | | | around him. He was a sponge. |
| and voila, the light was on. Now I know you know | | | | One day, I asked him what he meant when he |
| the light only comes on when you open the door. | | | | said being "on". He told me "To be successful I |
| But the refrigerator is always on! It has to be to | | | | have to meet a lot of new people. I have to be |
| do its job. | | | | able to tell them quickly what it is I do and how I |
| Top sales professionals, like fridges, are always | | | | can help them." He went on to say, "I look at |
| "on". This is especially true for those who need to | | | | everyone as an opportunity." "When I go to the |
| prospect to find new clients. | | | | super-market I look for the longest line and stand |
| One individual I know worked many years as an | | | | in it, I know I'll have a chance to strike up a |
| electrician for a major U.S. automobile | | | | conversation with the person in front of me, and |
| manufacturer. At the suggestion of a good friend, | | | | the person who comes behind me." Talk about |
| he decided to pursue a sales career in the financial | | | | captive audience. |
| services industry. This was a pretty major | | | | I marvelled at one story he told me about when |
| change in vocation; he went from dealing with | | | | he went shopping for a bed cover and pillows. |
| watts and volts to handling people's investment | | | | After he completed his purchase he thought, "I've |
| and insurance needs. | | | | done business with you, you should do business |
| Was he a success? Well, in his first full year he | | | | with me." He proceeded to book an appointment |
| shot up to becoming the top rep in North | | | | with the sales clerk who had sold him his pillows. |
| America for his company. To prove he was not a | | | | He also asked if she would introduce him to her |
| one hit wonder, he repeated this feat his second | | | | manager and the other sales clerks. He left the |
| year, and yes, the third year too! To this day, he | | | | store that day with five appointments booked in |
| remains one of the top reps with his company. | | | | his day timer. |
| So how did an electrician, now a salesman, | | | | Why? Because he was always "on". |
| become so successful? If you ask this modest | | | | Top sales people maintain a laser like focus |
| man, he will say "It's simple really, you do the | | | | combined with a strong desire to succeed. |
| best you can for your client, and you always | | | | Don't be as cold as a refrigerator, but do think |
| have to be on." | | | | about being "on" all the time. |
| To meet this gentleman, you would know | | | | |