Some of you might be shocked to read this subject line. You might be thinking: “He’s crazy, he’d rather hire one of those disheveled guys in white shirts that try to schlep vacuum cleaners door to door then someone with a Master’s degree from one of the most prestigious universities in the world?”
Yes.
I’d rather hire someone, for my company, who thrived making money selling vacuum cleaners door-to-door then someone who danced cum laude out of Harvard’s famous and highly ranked business school.
Here is the part where I need to tell you why, so let’s get it on:
1. I like people that are FEARLESS
This one is easy. In 2008, if you aren’t afraid to walk up to someone in their home and try to sell a vacuum cleaner to them, then you are FEARLESS. One of the biggest problems that I see in the world today is that the business community is rising up a generation of WIMPS - people that are afraid to sell. Now, I’m not talking about a bunch of used car salesman, but someone is isn’t afraid to ask for the sale.
We have too many entrepreneurs that think that referrals and soft marketing will bring in enough money to feed them. They might skate by, but I will blow past them in the market place, because my people won’t be afraid to be aggressive and strong, showing the customer or client that we can take care of them better then anybody else. Yes, marketing is the driver of this, but you have to remember that everything you do is a sale. You sell your ideas, your concepts and your vision to your clients and customers as well as your employees and stakeholders.
Fear has no place when you are moving to the top.
2. I like people who can think on the fly
Good salespeople are like good jazz musicians, they can improvise on the fly. A good salesperson will swim in situations where others would surely drown. There isn’t always time to consult a report or get the consensus of your colleague’s then there are hundreds of thousands or even millions of dollars at stake. You have to make snap decisions and then ‘wing-it’ the rest of the way.
I can’t think of a better way to learn how to improvise then to be faced with a different type of customer with each sales call, having to make sure you are delivering the right message to each person. Talk about thinking on the fly.
3. I like people who can take rejection, chew it up and spit it out
Have you ever seen an attractive woman on a date with a guy who you thought should not have a chance with her? That she was ‘way out of his league’. There is no real secret to this, except for the fact that the guy asked her for the date. Many guys out there asking: “Is it that simple?” I think it is, but I am not a date doctor. Where I see this principle ring true in the business arena is simply asking for the sale. In order to ask for the sale, you have to be willing to take a good number of ‘no’ answers before you get a ‘yes.’
Most of the Harvard MBA’s I have met have not had much rejection in their life. They are All-Stars. High achievers. Most haven’t had doors slammed in their faces, heard the word ‘no’ said to them 1,000’s of times and been faced with the choice of selling or starving.
4. I like people that can deal with stress and ambiguity
In my humble view, the ability to handle stress effectively and function well in high intensity situations is one of the most endearing qualities a person can have. President John F. Kennedy said it best: “a rising tide lifts all boats.” Meaning, that when times are good you don’t know which ‘boats’ will sink or float. I love this analogy for business, and life for that matter, because it captures the essence of what separates the leaders from the rest of the pack.
Ambiguity is part of life. Very rarely do we have a fraction of the information that we would like to make the best decision we feel we can make. The ability to function and make decision with small amounts of information are what define good business leaders. Call it good ‘gut instinct’ if you will. Gut instincts are developed by being in hand-to-hand combat situations, like being eye-to-eye with a customer who would rather spit on you then look at you, let alone open up their wallet and give you money.
You just can’t earn these stripes slogging through financial modeling and game theoy analysis over Starbucks coffee at 10a.m. Walking through strange neighborhoods and taking on angry glares before you even get to present to one house is something that will teach you to deal with stress and ambiguity like nothing else.
5. I like people that are willing to learn the hard way
Life would be great if we could get everything we needed from case studies, group projects and internships. Business would be wonderful all the time if all I had to do was slap some proformas financial projections through Excel and take it to the bank. But, alas, it cannot be so in the trench warfare of 21st century entrepreneurial business.
Those that develop the thickest skin will generally win in the end. Sometimes business success can be summed up to nothing more than a battle of attrition. Anybody that has taken earned their stripes fighting in the trenches will win more in my book than somebody who has earned their stripes in the boardroom.
So, there you have it. I expect this week’s Top 5 to stir a bit of controversy. And, yes, I fully expect to hear back from some Kirby salespeople turned Harvard MBAs.
I agree 100% i have a sucessful art business built purely on the persons sales ability. Hungry people are the best sales people.
Qualifications are nice for some jobs but in business the bottom line is salesmanship.
Thats what makes or breaks a business. I have had so many highly qualified people applying for selling in my art galleries with zero
selling skills.
I started door to door and it was the best business training i could ever have had.
My skills come from the best university of all…The University of Life…
Paul , Cardiff U.K.
Paul
Thanks for your comment. I agree with you 100%. The University of Life (great term, by the way) is usually the most expensive of all, but the only one that really counts when it comes to getting things done as a business owner or manager.
Adam
Hi! Well, thank you for what you said, it is so true, I’m in kirby business for awhile now, I gave up my medfield career for kirby. My family was disappointed at first but now they totally supports me and I totally supports them. Reality is, it’s hard to live and get by without a degree, but if you just believe in yourself, don’t take no for any reason or let anything stop you, no matter what you don you will achieve.(Man’s biggest enemy is himself-if you could push or overcome your own negative thought or doubts you’ll survive, it’s you who sometimes think you can’t do something, but onces you just realize that you’ll learn from mistakes/situations, that’s the only time you will see what you’re capable of.) Kirby gave me the experience that I will carry and use for a life time alot of people hates salespeople but if we only knew, all ideas, all products,business etc. everything starts on selling/marketing the product. (people that slams the door on you, only make you better)
Myla,
Thanks for the comment. Great to hear from a live Kirby person!
I hope that you are able to continue to leverage your experiences for future success.
Check back for future posts just like this and I welcome your comments and insight.
Thanks.
Adam
I am also in kirby, just reading your 5 reasons, gives me more strength, i have been in the business for 4 years, went thru many trials and tribulations. I am about to open my office and only wish i had people with skin as thick as mine
David,
Thanks for your comment. Congratulations on opening your own office. We need more entrepreneurs like you out there getting it done.
Check back for more posts like this.
Best,
Adam
i sold kirbys and i need a job
if interested contact me at 717 485 9084
I just joined Kirby 3 days ago please send me info on real pay pratices heard so many bad things need truth.
Mike and James,
Thanks for posting your questions. I wish I could help you out on this, but I have never been affiliated with Kirby, just impressed by some of their sales people.
Cheers,
Adam
I sold door-to-door for ten years and that experience gave the knowledge and confidence to sell anything to anybody. The theme of the article is right; it takes practice to be good at any skill and d2d gives it to you in spades. My first week with Electrolux vacuum cleaners I sold _every_ prospect. Setting that record for myself showed me that the only limits are in your own head.
Reading this article is a breathe of fresh air! I have been in kirby for the past 4 years, and am constantly shocked when we hire kids just getting out of college that have NO IDEA! Not only has kirby taught me great salesmanship (more of an assistant buyer), but also how to control my emotions, leadership, persistence, patience, understanding, and all the great things that come with any amazing sales career. Since selling kirbys (in my “between time”) I have successfully sold merchant services, radio advertising, and online advertising. I am only 23. I got out of high school and began my sales career. In this business I am constantly educating myself, reading books like; how to win friends and influence people, master the art of selling, 7 habits of highly efective people, and many more. It amazes me how many kids my age stop learning in their careers. In kirby I became the youngest recruiter in the division, and I pride myself in being a professional. I make professional money now, and if it wasn’t for working 12 hours a day 6 days a week, getting doors slammed in my face, dealing with pissed off husbands, knocking doors in the rain, and making all the personal sacrifices, I wouldnt be such a valuable asset. Thank you for this article, I am printing this out and giving it to the people in my office. Salespeople are the frontline of the economy, and only adventurous entrepeneurs like us can save it. If interested in an opportunity to make great money, learn invaluable skills, and become the person you WANT to be, kirby might be for you. Just remember, you go to school in sales business, but this school never stops. Happy selling!
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