"I'm obsessed with the Sales Process"

Hey guys, quick question. Where has this site been all my life. Seriously I'm loving this forum right now. My name's Thomas, I'm 20 years old, I'm brand new here and fairly new to sales.

As the title states, I am truely obsessed with the sales process. My obsession started about three years half ago when I took a sales position at a major electronics retailer. Being a naturally shy person I had some anxiety about the position, so I started buying books on how to sell. I was buying everything from Gitomer to Ziglar, and although I found a good tip here and there I still didn't feel any better at selling. It seemed like most people who bought from me were going to buy regardless of what I said or did.

One day, by chance, I came across the book "Customer Centered Selling" by Robert Jolles. I was actually in the library searching for another sales book, but someone had checked it out and I picked up Rob's book instead. I was really blown away by how much sense the book made. after reading it the first time I felt like I could go out and sell anything to anybody--boy was I wrong.

Eventually I left the position for a better, full-time position as a telesales rep for a computer retailer.
It was horrible in the beginning. I couldn't sale anything and the bad part about it was this was inside sales--they were calling me. I would ask open-ended questions and they wouldn't buy. I would try to build rapport and they wouldn't buy. I even tried being more enthusiastic and passionate about my product and then the customer would get excited and still wouldn't buy. "maybe this isn't for I thought to myself"

Finally when I was ready to give up on sales forever. I listened to one my sales coaches on the phone with an irrate customer who was demanding speak to the RSM. She believed she deserved a discount for all the pain and suffering she went through with her last computer. Now the coach could have easily walked about 10yards to the RSM's cubicle, but he refused to back down and kept asking the customer questions to dig down deeper to find out what her true problem was. and after all of that he ended up selling her a computer for more than what she originally intended to spend and for her troubles he decided not to give any type of discount whatsoever. Thats how I realized what my problem was. I would never have went that far, I was always trying to be too polite and would back down as soon as I got any pushback. When I saw him stand firm, and still be respectful to the customer the light came on in my head.

Now here I'm a year later and alot more confident. Although I've learned alot I'm very much still a newbie at this. I love sales, I love the process and I would love to master it

Welcome aboard Thomas. I love your enthusiasm!

Welcome Thomas,

Mastering the sales process is one of the keys to success in sales. To bad more sales people don't realize it.

Let us know how we can help.

Welcome to the community Thomas.

It's great to have you hear Thomas. I love your enthusiasm!

Thanks alot guys, I really do feel welcome here

Hi Thomas,
I love your passion for sales. If you keep that up you will be a success in the long run.

David

As it has been said many times before; "Nothing happens in business until somebody sells something!"

Welcome aboard!