How To Create A ‘Problem Book’
The first time I rode with him, I thought he was the be-all and end-all of salesmen.
A “natural born” salesman.
Smart. Poised. Quick wit. He had it all.
There was nothing a prospect could throw at him that rattled him. Nothing.
He personifed sales. He oozed it. Could have even smelled like it, but I can’t really remember.
I put him up on a pedestal and figured he must be a myth. A dream.
One day I worked up the courage to ask him about all of it.
I’m just like you, he said. Except, I have a book. The Book of Problems.
I got all my skills the hard way. I earned them. Like you’ll have to do.
I started with no more skills that the average salesman, maybe less.
But I kept a record of every problem a client threw at me. And now I have The Book of Problems.
Mine won’t do you any good, you’ll have to create your own, as you go. The way I work around all of their excuses won’t work for you. Each person has to get around them as suits his personality, his nature and his temperment.
Is that all there is to that book, I asked ?
That’s all you need in your book, son. Solutions to problems. Find enough solutions to enough problems and you’ll never have to look for a job.
I did. I don’t.
The corporation of which I own a small percentage is hiring a new salesman for one of our locations in a city I’m tired of visiting. Tired of that particular Hampton Inn. Tired of the restaurants. Tired of the traffic.
I’ve known this guy for well over a decade. I recommended him for the job.
I have 2 proprietary systems that I use. Both are the reasons I’ve been so fortunate in my industry.
Should I reveal both to him the week he starts ?
One month in ?
One year ?
Never ?
Or do I let him find his own way ?
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2 Responses to “How To Create A ‘Problem Book’”
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I think you should wait until he asks.
Dang ! There’s one I hadn’t thought of.
I guess I figured everyone was as forward as I am when I meet the best in any given class.
I always ask what got them to the top, what keeps them there and how can I unseat them.
Nothing like the look I get when I ask the last one. Nothing.