When I hire sales people I look for people who I think will want to own their territory. I want people who want to exert domination over a competitor by offering superior products with superior attitude, attire, and service. I look for Sumo wrestlers who are driven to push there opponent off the mat. In other martial arts there is talk about owning the mat. That is taking control of your space.
This attitude leads to going out and talking to a lot of prospective customers and leaving information packets with a quick follow up strategy whenever no one is in the office. This attitude leads to making clear, concise, competitive sales presentations that clearly distinguish what sets you apart from the competition.
What owning your territory does not mean is just as important. It doesn’t mean slandering your competition. It doesn’t mean bad mouthing the other rep. A competitive spirit is a wonderful thing for a sales representative. But the urge to go negative must be channeled back into positive energy, hard work, and honestly communicating what is unique about you and your company. This serves the customer, the company, and the sales representative in the best possible way.
SERVICE ORIENTED SELLING
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