Have you ever heard of a "natural-born salesperson" ? The enterprising kid who organizes the neighborhood car wash grows up sell derivatives to hedge funds. She's described as a "natural-born salesperson".
That's not fair. She worked hard at it, probably since age six.
I listened to a training presentation by Greg Frost today, President of Frost Mortgage in Albuquerque. Greg recounted a funny story in his presentation and expanded upon it at the cocktail hour, sponsored by American Brokers Conduit. Let me start off by saying that I relate to Greg Frost. He's an old-school originator and the first billion dollar producer. We chuckled over a beer about our "first sales managers".
Graduates of Catholic grade schools have an unfair advantage; we were trained in sales early in life.
Now, some of you will relate to this. Your parents spent money to send you to Our Lady of the Lakes School and bought you the uniforms and textbooks. What did we do on our first day of Catholic grade school?
The boxes showed up. Boxes filed with candy bars...the product.
Sister Mary got up and talked about how tasty the candy was...product knowledge. Sister Brigid told us to knock on all of our neighbor's doors and ask for their support...the sales plan. Sister Margaret invited two children to "rehearse" what we would say...role playing. Finally, Monsignor Sharkey came in and had us say a prayer for the children trapped in the Godless world of Communism...the compelling reason.
Sister Brigid was my first sales manager. She was very effective in her tactics. I was a pretty competitive child and wanted so much to win the trip to Dorney Park but had some stiff competition. Her name was Analisa Salvatore. She was a tiger and Sister Brigid knew how to work our impressionable minds.
"Mr. Brady, please stand up and tell the class how many candy bars you sold last night." (I was six so I was afforded the courtesy of the title)
"Five, Sister Brigid"
Sister Brigid continued to poll the room, saving Analisa Salvatore for last. Now mind you, I grew to despise Analisa. Not only was she beautiful, pigtails flowing in the breeze, she was smart. Apparently, she was pretty darned successful, also.
"I sold eleven candy bars, Sister Brigid !"
Analisa went on, in detail, about her tireless prospecting, practiced pitch in front of the mirror, and superior closing skills, complete with a flip book about the starving children in Africa.
My point is this. There is no such thing as a natural-born salesperson. Sales takes training and practice. Products change. Pricing changes. Marketing strategies fail. Consumer tastes evolve. It is imperative that you train yourself in the art of salesmanship, over and over again.
Training isn't enough. You have to implement the skills you learn and perfect them with rote repetition. I sold five candy bars my first day of Catholic grade school but visited some fifteen or twenty houses. You'll never sell everybody, no matter how good you are. But each no, when analyzed, brings you closer and closer to the next yes.
Not everybody can be Analisa Salvatore...but we can certainly model her success.
Great post! Okay, I didn't go to Catholic School -- but oh, those dreaded Girl Scout Cookies! There was always some older girl that was so much better at it than I was.
And what's with all the kids that would cheat and have their parents bring the stuff to work to sell for them? Not fair, I say!
Catholic schools did and still do a lot of fundraising. The reason is that the tuition doesn't truly cover the cost of educating our children. I attended Catholic schools K-3, high school, and college and had a wonderful experience, so wonderful that I share it with my daughter ( first grader)
Sister Brigid was perhaps the kindest teacher I had. She was a beautiful spirit. She taught me the joy of reading, writing, and yes, even the joy of selling. Her influence (and many other ordained religious educators) was profound on my life today.
Non-religious, private, and public schools raise funds today. So many children don't experience the positive benefits that come from this experience because their parents sell their fund raising items at work. Children can learn poise, confidence, and relish in the accomplishment of a job well done while contributing to something greater than themselves.
I could have named the title "Selling Like A Girl Scout" and that would have been as effective. Analisa, however, kicked my competitive butt in first grade..and taught me a great lesson that carries into my career, today.
LOL Brian.
I didn't go to Catholic school (is it obvious) and I didn't sell girlscout cookies. Oh crap, I'm screwed!
Very thoughtful post Brian.
Start the kids early about selling, making a few dollars, being independent, sensing the value of hard work and generally gaining self esteem.
Yep, teach them early.
Brian,
Excellent post! I can relate to the story at age 9 had a paper route, I was the only girl and we had a contest to see who could get the most new subscriptions. Everyday, I would drop off my extra papers to potentials, the follow up a few days later. It was a slam dunk to win that 10 speed bike!
Brian,
Thanks for the post. It is rather telling that so many people think that sales is an easy occupation, after all you are selling what someone needs or wants, right? I have found that most of my work has been in educating the consumer and helping them to understand their needs and wants, as well as how to fulfill them.
Great post Brian! I am going to forward this around to my favorite friends in sales.
Hi Brian,
Thank God I'm not a Catholic. I only had to sell Christmas cards, all occasion cards, magazine subscriptions, Sunday papers, and tickets to every kind of event imaginable. I just woudn't have had the time or energy to sell candy bars.
But the truth is I didn't really learn how to sell until I went to work for the Campbell Sales (Soup) Company.
And their most important lesson was "plan your work and work your plan."
Thanks for a fun and thought provoking post.
Bill Roberts
wow, fantastic blog, one of the best I have read in a long time!
I completely agree with you. Don't hate me, but I was the not catholic Analisa Salvatore.
curious tho, what ever happened to her? housewife or successful stockbroker?
I liked your post. It's a good reminder, even to us veterans that you have to continually hone your skills and keep updating those scripts and dialogues.
We did not sell candy when I was at Catholic school... we raised money to buy.... no I don't even want to go there. Missy you had an old doll or an old nun doll? I remember nun dolls and bride dolls, I never had either but I never understood the nun dolls... why anyone would have a doll that dressed that way.
Love the photo of the doll now.
My experience with selling started with Girl Scout cookies and I was no good. I don't think we sold them as Brownies when I was at Catholic school... I think my first year selling GS cookies was 4th grade when I went to public schools... I hated going door to door, I will never be an Analisa Salvatore, Brian.
Love this post!!! And, you are so right.
Like anything else, practice makes perfect and if your really want anything in life: education, sports, marraige ( sales, too) you have to pay attention, do your homework and practice.
Wow...the nuns at school were right! Thanks again and Happy Selling. Pamela
I didn't go to Catholic school but I've been selling things and have been pretty good at since I was about 8 years old.
Everything in life and in the world is all about sales. Most people don't get that. I just read a featured post by Marlene Bridges about a Harris poll and how low real estate ranked.
I was suprised that so many of the comments said things like "I never sell anything I just help people" or "I hate that it says salesperson on my license".
My license says Associate Broker but I will always be a salesperson and proud of it. Social workers help people successful real estate agents sell.
The reason real estate agents rank low is because many of them can't sell and that is what we are hired to do.
The reason real estate agents rank low is because many of them can't sell and that is what we are hired to do
That might be the smartest thing I heard all day.
Brian,
you brought back memories! I too sold in Catholic school.....it was always something and we always did our best to make the sales while keeping our studies up. I remember the RABID "sales" meeting for the annual magazine drive..... with the priests and the head biology teacher "big bucks Bob"...they threw out cash and prizes and it worked! we SOLD! i guess i can look back on it and see the ground works of my sales career all due to the Jesuit Priests!
I'm still smiling :-).,,, Your post took me way back to Sister Assumpta, ruler in hand, walking up and down the aisles of desks inthe classroom.. everynow and then i'd hear a " thwack!" behind me followed by a muffled yelp! Not only did we have to sell the candy bars, but we had carnivals and raffle tickets also!
Thanks for the great post! My parents will be glad to know that all that tuition money was worth it!
A natural born sales person is just a naturl born worker who has some good direction. It takes a lot of work and a good direction to be great in sales.
When back in LA, founded a public company in the late '80's. Had a missionary product that required a consultant sale. As Sr. VP Mktg, had a national sales force of about 65 capital-equipment sales guys, almost all of which were features and benefits sales pros. Did quarterly seminars trying to teach these seasoned sales vets the nuance of consultant selling. If I would have know better, and read this post 20 years ago, I would have brought in the nuns to teach them. Would'a made more sense.
Frank Zappa had a great song about Catholic Girls... but it's subject was not in the direction of sales;-)
Cheers...
Don't hate me, but I was the not catholic Analisa Salvatore.
Of course you are, Jennifer. I don't hate you; I've evolved since the first grade...well...maybe not completely but I've evolved.
curious tho, what ever happened to her? housewife or successful stockbroker?
I lost touch with her. The last I heard, she was running a non-profit in New York and very successful. I have no doubt she's running something, Jennifer.
I would not consider myself a natural but have to say I am motivated.
Nobody's a natural Teresa. We have to train to get where we are. By the way...I can TOTALLY see you selling those raffle tix. I'm bringing my cash to San Fran, keep in non-political and I'll be buying the raffle tix.
HOW DID I KNOW I SMOKE OUT THE PLAID JUMPER CHIX WITH THIS POST? AND WHY AM I NOT SURPRISED AT YOUR SUCCESS, LADIES?
Catholic Kindergarten, Elementary School, High School and College...I remember the fund-raisers very well.
There was candy, magazines, wrapping paper, tickets to the school carnival, raffle tickets for the grand prize at the school carnival (usually a 36" color TV donated by Mr. McCollough who owned an old fashioned TV store). I remember the competition was TOUGH, the winning class got a pizza party.
It's making me reminisce. Tomorrow I'm going to ask my manager if he'll buy me a pizza if I close the most loans :-) Thanks Brian, great post.
Hi Brian,
I went to St. Leo the Great Elementary School in San Jose. We did a little fundraising but it wasn't as finely honed a machine as what you describe. My kids attended St. Mary of the Immaculate Conception in Los Gatos, and they did a LOT of fundraising: Carnival Tickets in the fall, Gift Wrap before the holidays, Cupon Cards for the 8th Graders so they can make the annual trip to Washington DC not quite as expensive as 3 months' tuition, plus the annual agony of The Auction (the worst).
It's a little better in the Catholic high schools - maybe they know we're burned out? Now it's Gala Auctions and Magazines only.
Yeah, when they finish high school, they will be master salespeople for sure!!
Great post!
Point of interest: Mary Pope-Handy is a former Catholic high school educator. I had the pleasure of meeting her at the California Active Rain gathering in Long Beach, CA. We mostly discussed real estate, mortgage financing, and technology but did briefly talk about Catholic schools.
I have previously stated that I loved my educational experience so much that I made the decision to send my daughter to Catholic schools. Ordained religious educators are becoming less common and the responsibility falls on our lay educators. It is the dedication of lay teachers, like Mary Pope-Handy, that make this system work as well as it does.
Smiled through this entire post.
I'm the product of the product of a Catholic orphanage upbringing. Sales skills= survival skills. Amen.
I know you are trying to be serious
Well...not that serious, Carole. The topic is but the presentation is all about having fun with it.
Brian,
I didn't attend Catholic school but can relate very much to the early sales skill training. Mine was Brownies and I learned a lot selling those cookies! Funny now that I think of it...I used to try and charm a sale out of people! LOL>
You are a piece of work. When I saw this post pop up in The Carnival entries, I thought...what a salesman that Brian Brady is. Even before I opened it. By TITLE alone.
Judge = ARDELL; Topic = Catholic School Girl. Coincidence? I think not. I'll take five of those candy bars, Mr. Brady. In fact...make that ten.
Marching Band...that's what did it for me! My boyfriend and I targeted a specific neighborhood where we thought we would have the best odds at pawning our faux crystal jewerly with animal etchings in them...we were a huge success. Thank goodness we also had the classic candy bars, too.
And I was a Camp Fire Girl. Girl Scouts had better product so it was a tougher sell!
Judge = ARDELL; Topic = Catholic School Girl. Coincidence? I think not.
The post wasn't written with you or the carnival in mind,...however...when I saw who the judges were this week...well, I JUST couldn't resist with this submission.
And I was a Camp Fire Girl. Girl Scouts had better product so it was a tougher sell!
YOU are the product, Rhonda; the cookies or candy are secondary. You know that; you're a mortgage leader.
Oh, and I only want the candy bars with the "nuts" in them.
If "nuts" means crazy, Ardell, I have plenty of that here. Thanks for stopping by RCG chix.
Point of interest to the readers. RCG stands for Rain City Guide, a group weblog out of Seattle. The authors I read there HAPPEN to be ladies. Beautiful, smart ladies who drive me nuts. They're a combination of smart, funny, witty, and out there. Which is EXACTLY the way you should write to your audience. Sometimes I'm commenting in defense of one of their hypotheses, other days, I want to wring their necks.
Here's the point. I read Rain City Guide daily and so should you.
Brian - Man do I remember the fund raising events at Catholic school. Maybe we should get together and write a book titled:
Everything I Learned About Sales I Learned In Catholic School.
I also picked up an affinity for sweater vests in Catholic School but that another story!
Great post.
All I can say Brian is.....(while moving my head from side to side).....my poor kids, they will get sales training in their catholic school so early on.
This was great and very CREATIVE!
This is so true and it all starts early in life! Thanks for sharing.