Salesman Joe: Discovering Your Primary and Secondary Weapons to Win in Sales

By Michael J. Cordier

The samurai warrior hones his skill to the point of perfection. If he does not, the consequences are dire. It is a matter of life and death. In most cases, the sales professional faces a similar battle with the same consequences - not only for survival, but for prosperity. Therefore it makes sense to understand the mind-set and modus operandi of the warrior to be successful in sales. Actions that must be done when faced with an adversary:
• The preparation
• How to engage the 'enemy'
• Choosing the correct weapons
• Closing the deal (kill)

Perhaps more important is the way in which the warrior (and the sales professional) executes the task:
• Our code of ethics
• The responsibility of being an expert
• Finding the 'middle way'
• Operate in harmony

Part II of Salesman Joe challenges the status quo in the sales environment as it is practiced today. The pitfalls of entrepreneurship are discussed as well as the role of senior management. Titles, women in sales, and sales training are placed under the magnifying glass. The age old issue of sales and marketing (horse/cart, chicken/egg) is revised. Ultimately, becoming your own best friend is the sales professional's biggest challenge.

"The business world of today, through examples like the Enron scenario, has surely shown that "Situation Ethics" is the standard. Salesman Joe is a counter-culture writing that will not only reinforce the aspects of approaching your profession with solid ethics, but it will reflect on the blessings and rewards that come from that very same approach". Thomas Grothouse, Business Development Director - Alpha Logistics

• Language: English
• Publisher: Trafford Publishing
• Release date: Mar 13, 2007
• ISBN: 9781466957275

Michael J. Cordier

A South African native, Michael Cordier received degrees in Education and Training Management from the Rand Afrikaans University in Johannesburg. A certified aerobics instructor and personal trainer, he held sponsorships from NIKE among others. He received the Pro Patria medal for two tours of duty in the Angolan War. In Africa, his primary business experience was management at national level for large corporations. Currently the Vice President of GeoFitness, Inc., a fitness solutions company base in Orlando, FL, Michael worked for Polar Electro (heart rate monitors), Wellness Assessment Center (consulting), and Walk4 Life (pedometers). He assisted in growing all these companies into innovative and foreign markets. He is the author of five management workshops and has been a national/international presenter at educational, fitness, and wellness conferences. He has authored a national column on personal wellness and introduced fitness assessment technology to schools, universities and sports teams in the USA. Michael is married to Elsa, a trauma/intensive care nurse; their daughter Kyla is fast becoming a teenager. The family enjoys travel and sailing. They're active at Calvary Chapel in Melbourne FL, where Michael serves in the Men's Ministry.

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© Copyright 2006 Michael J. Cordier

All rights reserved. No part of this publication may be reproduced, stored in a retrieval system, or transmitted, in any form or by any means, electronic, mechanical, photocopying, recording, or otherwise, without the written prior permission of the author.

Note for Librarians: A cataloguing record for this book is available from Library and Archives Canada at www.collectionscanada.ca/amicus/index-e.html

ISBN 1-4120-8088-6

ISBN 978-1-4669-5727-5 (ebook)

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Offices in Canada, USA, Ireland and UK

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Contents

ACKNOWLEDGMENTS

SECTION A

PRELUDE

My Story

Present

Nuts and Bolts-Our Profession

Tools of our trade: Sales

Staying calm—Demeanor and Evaluation

The Journey—Attitude toward Sales

The Engagement—Establishing Contact

Face Time—Direct Contact

The Winning Post—Getting the Order

Life’s Lessons

Being an expert

Code of ethics

The Middle Way

In Harmony

Know your Sales Weapons-Personal Strengths

Warrior Solution

Quick Test

SECTION B

Thorn in the Flesh

Entrepreneurship: Curse or Blessing

Hey Boss, Take Note

Sales and Marketing or Sales VS Marketing

Titles and Such

Sales Training: Science or Fiction

Sales and Women

Life is a Sell

Salesman’s Nemeses: Purchasing Officers and Personal Assistants

Become your own Best Friend

Epilogue

‘Knowing is not enough, we must apply.

Willing is not enough, we must do’.

-Goethe

ACKNOWLEDGMENTS

This is an ‘airport’ project. It is the culmination of countless hours of waiting for a flight. Observing and speaking to other travelers or ‘road warriors’ who in so many cases are on their way from, or going to a meeting involving sales of some kind. Dedicated to their company, their shareholders, their co-workers—always wanting to please. True heroes driving economies and create wealth—albeit for someone else! You inspire folks like me who like you, try to do an honest days work under any and all circumstances.

Going through life without mentors is like sitting in a car without a steering wheel. Many people cross one’s path and few take time to share your dream. Tom Grothouse—’Captain, my Captain’; Elly Zanin-’Without Reserve’; John Saville-’Consummate Professional’; JoAnne Owens-Nausler—Eternal Optimist; Norm Holm—Accountability; Allen Dinges—Faithful Walk, Debby Mitchell—Busy Bee, and the list goes on in gratitude and undeservedly so. Thank you to Nancy Allen for her thespian mind and editor’s patience.

To Dad-for never criticizing; to Mom-for always criticizing. My wife Elsa and daughter Kyla, who so often are the only joy in a tough world and the reason why returning home is always the best destination.

FOREWORD-Thomas Grothouse

-Director of Business Development, Alpha Logistics, Orlando, F

Integrity, generosity, discernment, loyalty, leadership, strong work ethic, professionalism; these are characteristics we all think we have, or wish to have. As professional sales individuals, there comes a time in our lives and in our careers that we begin to evaluate ourselves in terms of our life, our impact, our legacy, or the very personal characteristics that describe us.

Salesman Joe helps us to do just that. It is written in a simple style for those of us who are overwhelmed with detail; it is written to help us stay in focus. If you are looking for training such as the Xerox Sales Training Program, this is not it. But if you are looking for a refreshing approach to the Profession of Sales, this is it. I would equate it to Spring Training for a veteran baseball player. You already know what the game is about; you know the drills; but there is always a nuance, a tip, a tweak here or there, a whisper into your ear with a nugget from a coach that will literally elevate you to the next level. You may say to yourself, why didn’t I think of that? But the point is, you didn’t. That’s why you need Spring Training, that’s why we all need the wisdom of Salesman Joe.

The business world of today, through examples like the Enron scenario, has shown that Situation Ethics is the standard. Instead, Salesman Joe will not only reinforce the aspects of approaching your profession with solid ethics, but it will reflect on the blessings and rewards that come from that very same approach.

The author of Salesman Joe does not use his success as a flag to be waved to tell everyone who he is, or how successful he is as a Sales Professional. To the contrary, his humbleness should reflect to you the reader that he is sincerely interested in investing in the lives of sales people he will most likely never meet. But I will tell you that despite what the world may see in his gorgeous Florida home, his sailboat and world travels, his personal level of success is measured within his heart through his family.

The simple fact that Michael has taken his time to write Salesman Joe shows his heart and sincerity of investing in the rest of us. Come with me, walk the path with Salesman Joe, and listen to wisdom of a man we are all better for knowing.

SECTION A

PRELUDE

Sales—An action where someone buys something

Or

Sales—An action where someone sells something

Or

Sales—A process of negotiation to obtain a product or service involving a potential buyer and committed seller, with an outcome that mutually benefits both parties

Or

Sales—A process of negotiation to sell a product or service involving a potential buyer and committed seller, with an outcome that mutually benefits both parties

Tricky, isn’t it: the angles from which one can start the sales process. The first two definitions discard the idea of a desire to buy or a desire to sell. This can be evident in a large retail outlet where a consumer buys, but is not sold. Or a car lot where the consumer is sold, while not necessarily ready to buy.

The last two definitions imply two parties wanting to dance: A potential buyer (prospect) and a representative (sales person) willing to meet the needs of the prospect. In