Your reputation either precedes you or it exceeds you.
There’s simply no other way to say it.
While I’m driving down the road today, thru another rep’s territory, on my way home, I see a potential sale and called him on the phone.
“I called that guy the last time you saw something he was into. I guess he doesn’t want to buy from me, ’cause he won’t return my call.”
This rep’s reputation precedes him. Some time in the past he either:
- Didn’t return a call
- Took advantage of the guy
- Screwed him royally
- All of the above
I can recall this same rep bragging many, many times over the last 5 years about how he “… knocked his (insert body part of your choice) in the dirt.”
Today that’s come back to knock his own (insert body part of choice) into the dirt.
I prefer to have my reputation as a salesman “exceed” me.
I can’t be nearly as good as many of my accounts think I am, but that doesn’t stop them from thinking that way.
I couldn’t possibly explain all the little things you have to do to get to this status in the sales arena, but I will tell you this – in 2009 and into 2010, when we’re in a bit of a slowdown and people are not as busy as in the past, they’ll have more time to evaluate those that sell to them.
If your reputation precedes you, you’ll struggle to stay afloat.
If your reputation exceeds you, you’ll be fine and may even exceed what the market has to bear.
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