From A Salesman

I stop and check out cars.

It used to be a game I played with my old girlfriend as we strolled around the neighborhood.
Being a former car salesman, we'd pass some wheels on the street and I'd try and guess the year of the model.
My success rate was much higher than my SAT scores for sure.
I guess it didn't help that I never studied for them.
I digress...

Part of being human, we're always buying or selling..
Whether it's a product, service, idea or feeling, we're all trying to persuade each other to our side...

My grandfather sold boxes he designed, and my dad sold steel.
I've sold my share too...women's shoes, car wash supplies, on-hold phone ads, catering events...

But the most colorful and educating sales experience I ever had was selling cars.
It taught me how to talk to anyone about anything.

Growing up in the burbs, I lived a pretty sheltered life.
After graduating into a recession I found myself greeting tables at Bennigan's saying, "Hi, I'm Rob, I'll be your server today. Would you like to start off with some fried cheese or potato skins?"
I clearly remember busing stacks of dirty dishes thinking, "For this I went to college?"

Then a guy introduced me to car sales, and being tired of busting my ass for whatever tip the customer felt like giving that day, I jumped ship and swam to the island of commission sales.

It came naturally to me, and I eventually worked my way to the best used car lot in town.
It was an all-star team of extremely competitive street smart dudes who were really successful at achieving whatever sales quota you needed to hit.
These guys were real fucking sharks who would laugh their asses off together while waiting for ups on the point, and then steal half a commission if one of them was late for a customer appointment.
It was like hanging out in a pool hall learning all the shit guys wish their dads taught them.
It was awesome.

How To Master The Art Of Selling and How To Win Friends And Influence People were my guides.
I listened to sales training tapes on my drive in every morning, and the car lot was my classroom.
I learned the priceless art of socializing, negotiating, and closing.
I still can remember silently walking around a customer's trade-in while they watched, quizzically inspecting every scratch or dent in order to get the upper hand in haggling over the car's worth...
But I always wanted folks to have a win-win car experience with me as their sales guy...
I helped a lot of people get the vehicle they wanted at a price we were both happy with.
And I was great at teaching stick.

3 sales tips for anyone...
1. Establish rapport...it's the key to closing any deal...people buy from people they like
2. Listen more than you talk...you've got 2 ears and 1 mouth for a reason
3. Remember your clients after the sale...referrals are the way to a long, easy career

Nowadays, I'm finally selling my own stuff...
I hope I have the same success I once had on that hot asphalt lot loaded with lessons, laughs and cars.