A salesman’s confession on the things he learned about human nature while selling stuff.
Human interaction can shape us as people. There is so much we can learn from our fellow humans, from shared experiences to different perspectives that help us make more sense about life and existence. This belief is sharpened by my dealings with all sorts of people as I try to sell them stuff. I learned about human nature as a salesman.
How many times have we heard the phrase, “The customer is always right”? This nugget of wisdom can guide a salesman through tricky situations. You are the one doing the adjustment. As a salesman, you are not only selling. You are also persuading and influencing. You accommodate every person from all walks of life. You assist them in making a choice and try to make every decision a win-win situation for all parties involved. You have the responsibility to keep the clients happy. The tone of your voice, your willingness to lend your ears, and your ability to communicate can make a big difference. It will also let you see through the human psyche.
Some people are amiable. They are the patient type. They let you give your sales pitch. They listen, absorb, and accept or decline. They nod in understanding or sympathy. They are the ones who show you respect, enough to open their doors even though you interrupted them at an inconvenient time. They will say hello and bid you goodbye. They are a salesman’s dream.
Some are self-absorbed. If you catch them at a bad time, they will turn you away at the door. Sometimes, they won’t even bother answering at all. And where does that leave the salesman? Try your luck next door, of course.
Some are driven. They want their time’s worth, so they demand answers and solutions, and they want it instantly. Competence is important to them. A salesman should do well by being direct to the point.
Some are hedonistic. They constantly seek the next high. They aim to discover everything the material and sensual world can offer.
Some are trying to wear a mask to hide their vulnerability. If you see past their bravado, you will find a defenseless being who needs understanding more than sympathy.
All humans are different, and yet, inexplicably the same. We are all capable of light and dark. The salesman has to deal with this every day—the good, the bad, the difficult, and the easy. As a salesman, you will learn the pain of rejection. You will know how to deal with being ignored. You will find your courage waning, but you cannot give up because there is another day to gather your strength and begin again.
Being a salesman will teach you about patience, compassion, endurance, and decency. It will impart valuable lessons that will guide you through the uphill battles in the cutthroat world of doing business and in life.
References
Diane Coutu, “Leveraging the Psychology of the Salesperson,” Harvard Business Review, July–August 2006, last accessed April 25, 2017, https://hbr.org/2006/07/leveraging-the-psychology-of-the-salesperson.
Scott Albro, “SALES SKILLS: 18 SKILLS EVERY SALESPERSON SHOULD MASTER,” TOPO Blog (blog), last accessed April 25, 2017, http://blog.topohq.com/sales-skills-18-skills-every-salesperson-master/.