Who is a Salesman?
Most private companies would have at least someone dealing with sales related jobs. Do you agree??
Even an engineer and a pharmacist now forced to jump into sales for job survival. It was forced because
mostly these specialists would resist sales. Honestly who likes to do sales? Raise your hand?? More over
sales or selling in Malaysia still seemingly a 2nd class job. Do you feel the same way?? It’s like “Don’t Tell
My Mum that I Work As Salesman!!” But one thing about sales related job, it’s hardly a mundane job.
We have salesman in almost every industry namely banking, IT, services, manufacturing,
pharmaceutical, engineering, insurance, hospitality and many more. Even the man who sells fish in the
pasar besar is a salesman!! “Mari Mari Mari! Murah Murah Murah!! Hari ini sahaja!!” is what we called
a Sales Pitch!

The perceived image of a “salesman” not so pleasant therefore many companies have changed the title
to more appropriate ones such as business development, sales consultant and worse if it’s called
marketing executive. Do you know that “sales” and “marketing” are different??
But we all agree in one thing, without this person called salesman or whatever titles, which job is to
bring the company products or services to meet the qualified customer and make profit for its business,
we won’t have economy. Is the job important?? Extremely!! To fellow salesman, hey your job is very
important. Let’s be proud of it! Head up!

As a salesman, you need to live to all your bosses ideals; no matter what. You got to come to meeting
every 8:30am everyday which you know very well what the content is and if you don’t you will be
penalized. You need to be able to understand all the range of products so you can convince all types of
customers to buy from you and your company. If you don’t know, then you know the drill! And you also
need to be aware and know competitors product and inputs. Tough life!
You are expected to meet your sales quota/target without much hesitations even you personally believe
it’s unachievable. “Whatever the mind can conceive and believe will achieve.” you boss quoted. And if
you aren’t achieving for the at least 2-3 months, then you are labeled as underperformer and if you are
lucky you get to go for a training. Else, kick ass and get lost!!

Besides, in the sales line it’s a norm to wake up early in the morning and get back late. You need to tell
your family members, spouses and kids that you are working for the family when you were actually in
some clubs in town entertaining clients; for the possible business that you might get. You are probably
late because you have lots of reports and proposals to submit by next day. You missed lunch or dinner
sometimes and no one cares..Sound familiar? Do you keep spare shirts and socks in the car? What else
have you gone through??

And sadly, most salesman were offered lower basic salary but with higher commission. Fortunately now
we can save RM 20 for the electricity bill; at least for now. And petrol price cuts help us to “go to the
extra mile”. Your universal credo and other salesman.

There is one common trait of most salesmen especially the successful ones. We are sensitive to our
environments and issues. We probably love news paper and magazines that is likely to be business
related so we can know what’s going on with our clients business. And that trait sometimes can’t be
learned. We like articles and newsletter that able to help us to move further, feel good about ourselves
and close more sales. We are highly motivated and never say die. We talk with high spirit and of course
we love to talk. Aren’t you reading one now?

My friend, this is just a quick brief of what an average salesman is about. You could be less or more than
this. In this first edition of monthly FREE newsletter “Salesman – That’s Me!” we would like to say Hi to
all readers. This newsletter is reprintable and you can share it with your friends and colleagues. Because
you are a salesman, just make sure you don’t sell it!! Sigh…

Have fun reading and give us feedback so we can improve. Tell us what you want to see in the coming
newsletter on sales related things. Just name it and we hope we can source it for you so you can
become a better sales man and better person!!

Read below for How to Better Your Sales in Trying Times?

How to Better You Sales in Trying Times?
We are all aware of current times where most companies cut forecasts and budgets to anticipate the
turmoil we are facing now. You probably have seen headlines; “Profits fall 96%!”, “Cut forecast 50%”,
“Dwindling sales expected 60%”, “Demand drops 48%!” and many more. These are indicators. Because
our companies need to survive, we all need to take all things around us seriously including our job.
Our casual chats with some people in the industry saying that their bosses (management) are currently
pushing their salesman for more sales; even they were (management) the ones who said to cut
forecasts!! But again, in other words we all are rushing to grab whatever is left before someone else. We
tripled our efforts by tripled our client visit and cold calling so we get to see more prospects or suspects
and close more sales. Subsequently more commission.
Some even want “Spot Closing” – closing within the first meeting. Its fair and it’s a commendable action
you have taken. But for some people that still not sure what to do or want to improve, here are some
quick tips.

1. Relax
- The world is not going to collapse; yet. We need to relax to make a better decision. Make a cup of
coffee or tea and take your clients list.

2. Prioritize
- Qualify your customers. List them in Hot, Medium or Cold. Some customers probably you have
forgotten to visit last month, so now it’s time. Make sure you count every drop. List them down on a
piece of paper.

3. Make a Plan
- Now you have listed them, create a plan/strategy. Get more information about them especially their
needs and background. The more information the better.

4. Talk to Someone
- Once you’ve made the plan, talk to someone about it. It helps to refine the plan. Talk to your colleague
or boss. Stop hoarding information friends. Make necessary changes if needed.

5. Leave it Overnight
- Never make decision or plan in haste. Leave your plan over night and view it again the next day. You
will find many things need to be changed.

6. Don’t Wait
- Once you’ve planned, got to take action. Don’t wait because it will get stale. The customer and market
never wait. Don’t wait!

7. Stay The Course
- You will get feedback or more information. Some customers may turn you down, but don’t give up. It’s
a learning process. Get the blitz and stay the course. Who knows, your cheese is just the other phone
call??

8. Constant Evaluation
- Increase your closing average. If you don’t get any appointment after 50-100 calls, time to relook the
processes. Something could be missing. The better ratio, the more sales.

9. Consistency
- This is critical for making more sales and subsequently commission. Consistency pays off. Ask anyone.
Make sure you follow your blitz. Never give up.

“Sell-able Quote”

- If you can’t fly, run. If you can’t run, walk. If you can’t walk, crawl but by all means, keep
moving.” – Dr Martin Luther King Jr.

Don’t forget to circulate this to your salesman, sales friends, sales mates and sales boss. You can attach
this to your bulletin board if you want. Perhaps, you can also forward us your colleagues or friends email
too so we can send to them directly. Please ask their permission first okay! And please, this newsletter is
not for sale. Sigh…

Feedback and Suggestions:
info@omera2u.com