america's best salesmen they want you to be happy. they know how to make you like them. if you're both lucky, you'll know each other a long time. - best air purifier for living room

(
Fortune magazine)
-Turn off the lights!
Bring your body armor!
You will be bombarded and swept again: "Hi, I called from Interstate stock fraud and had an investment idea that proved to be very interested in people like you.
Now, do you have $25,000 to invest in? Oh.
Do you have $10,000?
"Good afternoon, madam.
I'm from Ohno Tinmen.
How do you want to make your home a maintenance-free home?
"What do you mean without life insurance ? "
What if you're only 23?
What if you're not married?
I tell you, boy, you will still die.
If you leave a pregnant girlfriend, you will leave a mess.
This is what you fear.
The nightmare voice on the phone won't release you even after you explain that you really have to go: Your spouse is splitting up community property with an axe.
Maybe you think such a rude Bull
The whole thing about sales skills is dogs.
If that's the case, I'm glad to tell you that you're wrong.
In search of the best salesman in the United States, I have traveled the land.
The biggest income is not necessarily-
As Wall Street's large number of millionaires have shown, the income of millionaires is not a measure of sales skills.
Some of the best salesmen in the country-
Like Linda Anderson, the accomplished woman on the right-
Work for something that some people might call peanuts.
What I'm after is the real master of sales Art. to-
Day after day with their customers, brush off the buyer's resistance, as if it is lint.
I found them and I looked them in the eye and I can tell you straight forward that the most effective salesman ---
Men and women who continue to surpass their industry competitors ---
The result is a very moral and considerate person.
To this era of only one
Tiny marriages and consumer loyalty measured in milliseconds, super men bring good news: Relationships are still tolerable.
Relationship is the meaning of everything. Trust me.
Sales skills are at the forefront of business.
Without it, capitalism is minimalism;
The strong Fortune 500 may never exceed the scribbled fortune five.
This is an ancient and mysterious skill that converts inventory into goods and costs into profits.
Sales skills are more about art than science: the art of turning relationships into advantages.
It is gratifying to note that its most professional practitioners rely on continuous relationships.
According to the Super man I 've seen, good sales are much like good sex as defined by doctors
Both sides were satisfied and no one was injured.
Shoposo suppliers should rank among the company's most valuable assets.
There is always a need, they are easy to find, it is difficult to be hired, and it is almost impossible to replicate through traditional training.
If he could, some ambitious managers would definitely use a small syringe to go through the ears of the super patient and extract samples of the biological essence for cloning in a petri dish.
This feat of genetic engineering also takes years, and anxious companies spend millions of dollars buying expensive consultants, who try to dismantle superalesman's internal work like image clock makers enter watches. They try.
Comdisco famous computer
Leasing companies have checked their top producers, and analysts have measured their "marketing capabilities" but have no obvious useful results.
Consultants who have studied salesmen, like Boston-
Headquartered in McBer & Co.
Charles River Consulting found that they can often predict who will fail in sales.
But customers at these companies say they can't reliably predict which sales people will do their best.
Despite all the high
The expensive fights remain mysterious.
Sales skills are a game of people, and great sales skills are a feeling to a large extent.
Some people have, some people don't.
Nicholas Bassan was very touched.
Last year was the best in 75,000 U. S. elections. S.
Real estate agents in the 21 st century, chic, dark
Brown Bassan, 47, was born in Romania.
He immigrated to the United States. S.
In 1968, before he started selling the property four years ago, he owned a wholesale food company and a restaurant.
In 1986, he moved a $27 million house in Jackson Heights, Queens, earning a net $1.
Commission 1 million.
In the middle of this solid
The average price of a house near New York City is $225,000, so a guy has to work hard to do that.
Although Barsan is a millionaire, he is still desperately knocking on the door of a stranger, eager for a new business.
He also had key chains and cars.
A forklift with his name on it so as not to be forgotten.
But Barsan knows that by dealing again with clients he's already satisfied with, he can sell more homes with less effort.
So he also called on the people who bought the house from him.
Are you ready to sell? '' he asks.
Barsan's third sales are repeat customers.
Like many supermen, Stan Smith, 56, from Torrance Del Amo Dodge, California, specializes in superservices.
His standard gear includes a Brooklyn accent, brown curls, King
Small finger ring in Diamond Horseshoe size and polyester Sansabelt casual pants. But who cares?
Smith is the first.
1 domestic Dodge salesman.
Car salesmen rarely earn more than a few hundred dollars per car.
Domestic cars are harder to sell than fancy foreign jobs.
Smith made $175,000 last year. -
More than the top producers of the largest BMW and Porsche dealers in the United States.
It may not be easy to sell Americans, but it is worth it.
Almost all Stan's clients are repeater or referrer for good reason: he will not forget them after the transaction is completed.
One day Stan got a call from his client.
This guy is desperate.
He runs a car service company that provides shuttle service to and from the hospital for the disabled, he has a Dodge car with a dead carburetor and the dealer does not have a replacement in stock.
"Stan," he said, "someone is counting on me.
Stan pops up the carburetor from a car on the showroom floor, jumps into his car, and personally runs the carburetor to the customer.
From Stan's point of view, it's not just service: it's another sale in progress.
Since then, customers have purchased 63 athlete vans from Stan.
Richard F. super agent
Merrill Lynch's Greene is also proud of customer satisfaction, measured by the almost creepy quietness of the Boston office. Ruddy-
The 53-year-old faces an enthusiastic Irish man, vice president of the largest brokerage company in the United States and a top producer of the company year after year.
He manages 1,000 accounts with three female assistants, of which 200 are active.
His customers are a demanding group, mainly big local people.
However, the phone at chez Greene barely rang.
"My clients are not worried that they call me every five minutes," he explained . ".
The people I was with found they could sleep at night.
So, obviously, Green can.
He is much more relaxed than his New York counterparts, wearing a crumpled chino suit and oversized trousers like potato bags below the waist.
Green, who claims to be "doing far more in the market", insists he does well because he makes money for his clients.
Green is doing too much business. he pays nearly $200,000 a year to his assistant ---
Take it out of your pocket.
As for Green's personal network, he won't tell you what it is.
"I don't think it's any good for a client who is responsible for 15,000 people to know that I'm making more money than he's only three," Green said . ".
However, Green can earn millions of dollars a year, which is a very positive bet.
Two green flowers
During his time, more than 30 people were looking for investment ideas and the rest were selling. Selling hard.
He will find the right person. -
Even a humble journalist.
"Most people don't care about their money," he told me with a sad expression.
"They don't have time to care.
You don't care about your money, I bet. Well, I do.
If you do business with me, I hope that one day you will find it true.
The man is the owner of a cold phone made over the phone. Here's his ego-
Touching the new marketing director of a local company, he noticed his name in the newspaper: "Hello, I'm Dick Green, I'm from Merrill Lynch in Boston.
I know you are the senior vice president of sales at your company, which means to me that you may be the best sales person in the company.
I think I'm the best salesman at Merrill Lynch.
If you are interested in the stock or bond market, or already in the stock or bond market, will you meet me? Bold! The chutzpah!
Next, you know that Green will have breakfast with this guy at Le Mys.
How did he establish this relationship? He listens.
"I don't bring anything to the meeting," said Green . "
"I want to know about his risk situation so that I can do the job well for him.
Green is an instinctive expert in human psychology.
"If you speak, you will like mine," he explained . ".
If I say, I will like you. -
But if I speak, my business is gone.
Now, this guy is like everyone else.
His kids don't listen to him.
His wife wouldn't listen to him. -
He wouldn't listen to her.
When he went to the party, the person he was talking to was looking at what was going on in the room from his shoulder.
Then he suddenly went to breakfast with me.
He began to answer a question.
He will not be interrupted.
Green won another customer before the egg cooled.
For individuals like Green, an effective approach can drive the entire company to success.
If there was ever a company that built a relationship, it was Comdisco, $1-billion-a-
Chicago school of computer
A rental company that analyzes its sales stars.
Kenneth N, chief executive
The 47-year-old Pontiac, a former IBM salesman who founded the company in 1969, has a theory about sales: the way to win is to build a long term
Instead of chasing deals.
So he recruited the best salesman he could find. -
And instruct them not to run around for sale.
"Just let people know about us," he said . "
Pontiac didn't want to hear his salesman bragging about the deal.
Pontiac wants to know how he did it: the customer wants a long time
Long term relationship or is the salesman lucky?
Pontiac's disciplined attitude was rewarded.
Comdisco's average return on equity over the past five years exceeded 28%.
Within the framework of patient pitch, completely different personal styles are equally successful at Comdisco.
Think about the company's top two salespeople, each of whom earns around $20,000, and now earns more than $500,000 a year, four times as many as IBM's best salespeople.
James D with a beard
Duncan, 39, is the straight shooter for the couple.
He always looks at details about the machine market he rents, learns new data about pricing trends, and tracks the latest financing wrinkles.
When you show yourself, the best sales will happen, Duncan said.
He took an acting class. -
Not to create a more attractive facade, but to dig deep into his own mind.
When I had a meeting with the head of Philips New York data Corporation in North America --
Processing Center, Duncan mentioned before the technical speech his recent pilgrimage to Medjugorje, a shrine in Yugoslavia where he prayed for his sister, in contrast, roy Wagner, 47, was seriously injured in a car accident. he was another top producer of Comdisco and was an unrepentant talker.
His track will impress a juggling actor.
If Wagner sees a picture of a luxury car on your office wall, he will talk about the classic Corvette.
If he had lunch with someone from Archer Daniels Midland, he would have talked well about the corn market.
He said, "When you 've always been a salesman, you barely know anything you don't know.
Wagner, who used to be a steel salesman, likened his often vulgar chat to a annealing process in which the metal is heated and cooled to make it brittle.
"You're trying to soften something," he said . "
While Jim Duncan is trying to strictly limit meetings with customers, Wagner's sales depend on entertainment.
His clients sometimes fly to Chicago on company planes, they are in the suburbs, ready to party before 9M.
They jumped on Roy's 25-
Walk the power cruiser along the Fox River to Roy's country club.
Play golf a few holes.
Lunch and drinks at the club.
Drink on board.
Go back to the club again to drink and eat, then drink more on board, and finally shut down for a few hours --
A local hotel. Exhausting.
An unwritten rule of these outings is that no one can discuss business.
However, even the IRS auditors will admit that such pranks can bring real business benefits.
Wagner is laying the groundwork for future sales.
"On board, you will know each other and build trust.
Most of the time I got the sales due to the ongoing relationship.
Of course, I sell companies and products, but I also sell myself.
McBer and Charles River consultants call Wagner a "instrumental connection": to foster relationships for business purposes rather than for the fun of the relationship itself.
Instrument affiliation-
Some call it exploitation and manipulation. -
It's natural for Superman.
But Wagner and his clients know that these people are engaged in business relationships, not love.
They just don't believe it must be boring to do business.
We now take you to Tyler, Texas, the home of Apache Beles, the dance team at Tyler Junior College, who have been active for half the time in the Rose Bowl and Cotton Bowl ---
Cecil Sutter White's home, he must be the best shoe dealer in and out of Texas.
Cecil, 66, is undoubtedly a top salesman at Leon's fashion. Leon fashion is a private women's clothing chain in Texas.
She handed over about $600,000 in stock every year.
There are many shoes for ladies.
As a shoe buyer in Lyon, Cecil earns about $100,000 a year.
She looks like one of those funky grandmothers who dance with all the kids at the wedding.
Among her customers-
The most qualified judges of her sales skills-
Cecil is a legend.
On a busy Friday afternoon, walk into the Taylor store in Leon and you'll see six women waiting for her. They wait. And wait. And wait.
A loyal client, a government worker living in Washington, D. C. C.
Whenever Cecil is on a business trip to Dallas, always try to arrange a holiday to spend with her.
She rented a car and drove 101 miles to Taylor from Dallas to buy shoes.
Patricia Major, who runs Texas oil.
The drilling company has been buying her shoes from Cecile for twenty years.
During that time, Major said, I bought no more than four pairs of shoes anywhere else.
"I have never seen any reason to go somewhere else.
How did Cecile Satterwhite make the major and many other ladies so completely fascinated?
Part of her appeal is the product she sells, the shoes retail for $115 to $175, and Cecile calls it "gorgeous and hah-in her unique twang, Texas-style.
However, what gets these women into buying frenzy is not premium fashion, not even service, but special, lingering attention Cecil gives to her clients.
Cecile's customers buy shoes in the same way that Lucy Ricardo and Ethel Mertz used to buy hats that I Love Lucy.
Some of these women have careers, but most of them are lawyers, doctors, wives of oil companies. men. Busy men.
"I know, sometimes my customers just get bored," Cecil said . "
"They want something happy to happen in life.
Don't you think most women, especially those who marry successful men, don't get much attention?
So they came to us.
We give it to them.
If you're sitting at Leon's and Cecil is waiting for another customer and you're trying to talk to Cecil, she won't even look at your way.
But once you understand her, she will treat you like no one else in her life except you.
She will give you the same attention, whether you only bought a pair of black leather pumps the last time you stopped, or bought so many blue-green, purple pairs, they have to be taken to your car. (
They provided the service at Leon's house. )
Whatever you think you want, Cecile will think for your best interests.
She won't let you buy the shoes if they don't fit.
She will also stop you from buying a shoe, as she often says, "the feet don't look beautiful ".
Cecil will get angry if you insist: "If you buy that shoe," she will say, "Don't tell me to wait for your soul . ".
She will come back to the warehouse and bring up to 300 pairs of shoes to a customer.
Every time you stand up in another pair of clothes, she will walk with you to the front of the mirror.
She will kneel in front of you and wear her shoes on and off like Prince Charming.
What drives people like Cecil to try to please us?
She said that when all men went to World War II, she started working in Lyon at the age of 20.
She never thought about doing anything else.
"I do like to sell things," Cecil said.
"Very excited ".
It will go into your blood
She won't even leave the store for lunch. -
"Oh, bring me something back," she would shout out ---
She will be fidgety on Sunday as Leon's house is closed.
Other super players find that the key to success is not excitement, but fear: fear of failure, fear of losing quotas, fear of not being liked. Duane E.
Mason, 47, sells yachts made by several manufacturers to retailers in the Midwest.
It's hard to miss someone. he's 6 years old. foot-
1, weighing 325 pounds, the fingers are as thick and wide as the Snickers.
One day in 1967, Mason-
Then he opened a boat shop in Tyler, Illinois. -
Declared bankruptcy.
Two weeks after he filed legal documents in the local court, Mason said his first wife left, calling him a loser, leaving him $42 without clean shorts.
Mason is no longer a loser.
He has a new wife.
He also has a new house with a swimming pool and a cage for baseball batsmen in the backyard.
Last year, his sales were $400,000 and his total income was $8 million;
After paying expenses including $100,000 to entertain customers, Mason cleaned up about $200,000, surpassing the income of many Miami yacht salespeople.
In the Journal of ships and car dealers of the industrial Bible, Mason was appointed as the representative of the manufacturer of the year.
Mason said that the award told everyone who knew me that I did the right thing and that I succeeded in a goal-throwing thing.
Like most supermen, Mason is imaginative in removing objections from buyers.
"I walked into a dealer and tried to sell the float," he recalls . ".
The dealer did not buy it.
"Within two years, no one came in and asked for a floating boat, he said.
I said, "Well, I bet no one's coming to get a haircut.
But I have a barber bar in my trunk and I bet if you take it out, someone will come in and ask for a trim in two weeks.
Mason sold him a trailer of four floating boats on the spot, and since then he has sold a lot.
No matter what wins or loses, Mason dare not stop.
About two on the road-
In his thirties, he ran 75,000 miles a year.
In order to help his dealer, he keeps planning promotional and promotional programs ---
So he himself-sell more.
Just like he took a man in a gorilla suit to the trade show.
Mason's theme is: "People are fascinated by charger ships.
The monkey sat down in the bar and ordered a banana, which was his best moment.
Linda Anderson is a petite blonde with no ape costume and she does a great job.
She runs in Waldorf, Maryland, a semi-suburb with a capsize and a big dog in almost every backyard.
Until February, Linda, 40, had never done any work other than being a housewife and secretary, but now she is a Colonel Les. Rexair Corp.
A private company based in Michigan;
Colonel Ace is a man who sells 30 rainbows in a month.
Rainbow cleaner is a vacuum cleaner made of plastic that costs $800.
Linda prefers to describe it as water and electricity.
A cleaning system made of Cycolac is still available for $800.
Whatever you call it, it's an expensive machine.
Since February, Linda has sold 82 rainbows and recruited 10 new rainbow salesmen.
Her commission so far is $30,000.
You have no impression?
Wait until you see Linda and her rainbow in action.
Linda said that rainbow does everything except open and close, and you may believe her before she breaks up with you.
The rainbow uses a basin of water to capture the dust, which runs on the 1 Th.
Make the machine sound like a 3 hp motor for a supersonic jet to take off.
The Rainbow will wash your carpet, suck the water in your leaking basement, unfreeze your refrigerator and paint your cabin, Linda said.
Air purifier, vaporizer, carpet shampoo.
You can scrub the floor with it.
Ah, the rainbow is even fragrant!
Pour a little perfume in the water and open the rainbow and suddenly your living room smells like apple blossoms. I smelled it. I heard it.
I saw it all in the living room of Nancy and Dennis Babcock;
Nancy is an unemployed bookkeeper and Dennis is a police detective.
Linda has a big climax.
The wattage light she carried with her on the sales phone, she patted the carpet, patted the cushion on the sofa in the living room, and when the air was filled with dust, she was shining all the time
The supersonic motor snorted and she shouted, "Do you understand now?
See how much dust your vacuum cleaner has left?
Then she put the mat in a big plastic bag with the rainbow hose.
She turned the machine on--whoosh! --
The damn thing sucked so much air and leveled the mat and turned it into a pancake.
Then Linda turns the rainbow in the opposite direction and the Mat recharges--
This time, when she broke the mat under the light, why, all the dust is gone!
It lasted 1/4 hours.
Nancy and Dennis wanted to buy a rainbow halfway through, but Linda asked them to wait.
Only after standing up, bending down, hands and knees, aroma, deodorization and vacuuming for a full 1/4 hours ---
Only then did Linda stop.
Dennis has paid $42,000.
He also offered mortgages, two car loans and musical instruments to his two daughters.
But since Linda talked about cleaning up the leaves in the rain ditch with a rainbow and giving your boat the winter, he has been in a hurry to buy the rainbow.
There's nothing to say.
Linda: "Now, do you want to know how to get your rainbow?
Dennis: "Where do I sign ? "
Even after Dennis signed up, Linda warned him and Nancy not to turn the rainbow upside down when they scrub the floor, lest they end up spraying a pile of dirty water in the kitchen.
"I'm going to not only sell them a $800 machine, but also make sure they know how it works," she said . ".
In a broad sense, this is what all supermen do.
They will worry and worry about making you happy out of responsibility, professional spirit, personal insecurities or simple profit wishes.
The next time the phone rings or the door opens, you think ---egad! --
Another salesman.
Show respect.
This may be someone you can build a satisfactory relationship with and you can learn something from him.
If you're lucky enough to hear Dick Green's New England vowel or Roy Wagoner's deftly clapping at the other end, or to see Linda Anderson and her rainbow waiting to cross your threshold, take a deep breath: you are in front of great.