Sales Tip of the Week from Mike Leeds – Pro Sales Coaching
Herb Tarlek – a "sales" role model?
Herb Tarlek was the sales guy in TV's "WKRP in Cincinnati" that ran in the late 70s and early 80s. The attitude, the wink and the slime, was complemented by the big hair, the loud tie and at times the white belt and white shoes. It was funny and made for great TV, but some people think this is what sales people are all about. Herb's sales approach will not work today, and it didn't work that well in the late 70s (so please don't go there). The sales profession has been battling perception problems for decades. Sales "done right" is an honorable profession. Sales people can be among the highest and lowest income earners – it's truly up to the individual.
A professional understands that "sales" is about solving a customer's problem and fulfilling their needs. It's a highly consultative process, and there has to be a benefit to the customer. It's also about building a strong relationship that can lead to creating "life long" customers.
Sorry Herb – slinging the B.S. is not what "sales" is all about.
Comments