The Million Dollar Question
“In sales, and especially being in the distributor business, we’re middle people, which means that we get in the middle of communications and relationships,” Klingman continued. “We [have to be able to] manage both ends of those relationships well, and treat people—on all fronts—with the love and respect they deserve.”
None of these four million dollar-plus salespeople generated revenue from behind their desks. A typical day in the office means being out of the office. “The best advice for folks that need to drive their sales is get rid of the chair behind your desk. There’s no money behind your desk, only in front of prospects,” Muzzillo stressed. “Make it more painful to be at your desk than out selling.”
Mealor estimated that 95 percent of his time is spent on the road. Because his clients are mostly local, Mealor is able to make approximately 50 stops per week. Since time is limited, “seeing customers” doesn’t necessarily translate to hour-long visits.
“This could mean dropping something off, picking something up, calling on [clients],” Mealor explained.
Muzzillo cited call reluctance as one of the most common mistakes made by business owners and sales representatives.
“They are postponing success because of the fear of hearing ‘no.’ It sounds kind of silly when you say it that way, but it’s true,” he observed. “Most folks I have met in this industry will never achieve their full potential because of call reluctance.”
Mealor isn’t easily intimidated. Instead, he chooses to concentrate on available market share. “There is a tremendous amount of market share in our industry,” he said. “[Rejection] doesn’t bother me because I know there’s so much more business out there that I’m not even getting or touching. I just move on to the next one.”