Business >
Sales
Get a Widget for this title
RSS FeedDo you believe salary has no place in a sales environment?
Results so far:
| Yes | 26% | 41 votes | Total: 155 votes | |
| No | 74% | 114 votes |
Yes
by Greta Schulz
Write now
Print
Invite a writer™
Add to FavoritesI'm always trying to illustrated how professional sales really work - helping your prospect self-realize that he or she needs (or in some cases, doesn't need) your product or service. One of the best examples I've ever seen is one that happened to me when I decided to purchase a new Jeep.
About six years ago, I agreed to marry a man who had two children. I also had a child of my own, so we were going to need a more "Brady-esque" car. After a lot of research, we decided that a Jeep Cherokee would do the trick. At that time, A Cherokee Loredo, the base model, would cost $299 a month to lease for three years with $1,000 down. A good deal for us by all accounts.
Since I know how car dealers work (or so I thought), I felt very strongly about staying emotionally detached and just purchasing the car for the price I wanted. I called the local Jeep dealership and asked for the sales manager. Richard (who I believe is still there) answered the phone.
I explained to him that I wanted a Jeep Cherokee Laredo, dark green in color, and that I'd be willing to buy it today if he could match the price I wanted: $299 for a 36 month lease plus $1,000 down. I was strong in my demand, making sure he knew I was in charge. Richard said he could match the price, but the only Cherokee Laredo he had on the lot was army green, not the dark green I wanted. Even thought I was disappointed (the dark green is so much more "me"), I decided it was the route to go.
We arrived at the dealership, and I commanded my fiance and the kids to stay in the car. "Wait here," I said. "I'll handle this."
I walked into the showroom, where Richard greeted me. "You must be Greta," he said with a sincere-looking smile.
"I am, " I answered cautiously. He smiled. "OK. Let's go drive the car."
I stopped him. "Oh no," I exclaimed. "I want to talk money first!"
"Okay," Richard replied. "But didn't you say $299 for three years with $1,000 down? Since that's what we agreed to, that's what it is, right?"
With a half-smile on my face, I nodded proudly. "Right!"
As we walked through the lot to the army green (more of a pea green, actually) Jeep, Richard asked which car in the parking lot was mine. I pointed to the blue BMW where my fiance and our kids waited. As we got into the Jeep, Richard made an interesting comment.
"This car doesn't have a leather interior," he said. "It's cloth, but that shouldn't be a problem. I'm sure your kids don't spill things at their age."
"No, that's OK," I quickly replied.
As we pulled out of the dealership for the test drive, Richard played with the radio, then asked what kind of music I liked.
"Oh gosh, jazz. Top 40. Lot's of different things."
"Really?" he replied. "Do you have a lot of CDs?"
"Oh yes!" I proudly proclaimed.
"Hmmmm," he mused. "You know this car doesn't have a CD player, but I'm sure you've got cassettes."
"Or I'll just play the radio," I said, not without reservation.
He smiled. "Of course you can," he replied confidently.
As we pulled back into the dealership lot, Richard asked "So, what do you think?"
"Pretty nice," I hesitantly replied. "It drives more like a truck, but hey, it's not a BMW and you have to give up something, right?" Silent, I walked into the showroom to go sign the papers.
"Okay," Richard replied. "But didn't you say $299 for three years with $1,000 down? Since that's what we agreed to, that's what it is, right?"
With a half-smile on my face, I nodded proudly. "Right!"
As we walked through the lot to the army green (more of a pea green, actually) Jeep, Richard asked which car in the parking lot was mine. I pointed to the blue BMW where my fiance and our kids waited. As we got into the Jeep, Richard made an interesting comment.
"This car doesn't have a leather interior," he said. "It's cloth, but that shouldn't be a problem. I'm sure your kids don't spill things at their age."
"No, that's OK," I quickly replied.
"Hey Greta," I heard Richard suddenly say. "That emerald green down on this other carwas that the color you originally asked me for?"
I felt sudden excitement. "Yes! But I thought you didn't have one."
"Not for a Laredo. But that's a Grand Cherokee. It's got all the bells and whistles, you knowCD player, leather seats and a smoother drive train. But that's not the one you said you wanted."
I couldn't resist. "Ummmmmhow much more is it?"
Guess which one I drove away in (and only paid $70 more a month more for)? You got it! And guess what I said to my fiance when we were walking toward our new Grand? "Honey, it's more expensive, but I'm in sales. My care is like my office. I have to be comfortable"
So what happened? Well, Richard did a really good job of finding out what was important to me. But he never told me those things were important. Instead, he asked the right questions that got me to self-realize that I wanted those things.
And what did I do? I made an emotional decision and justified it intellectually to my family. Remember, people love to buy, but they absolutely hate to be sold. So help them buy and stop selling them. It even worked on me and I saw it coming.
When you're this good, should you be held back with salary?
Learn more about this author, Greta Schulz.
Click here to send this author comments or questions.
No
One of the reasons people are so interesting to talk to, is that everyone has their own opinion on various subjects. How boring life would be if we all agreed with any statement made by others. However, salary having no place in a sales environment is just plain silly and I would like to take the time to explain why I feel this way. I expect no commission or salary for this opinion. Please read on
The business world is full of different and interesting jobs. Maybe they aren't quite as different as they seem at first glance. When the girl scouts come to you with their cookies, it is obvious they are selling a product. Many jobs have aspects of salesmanship that are not nearly so obvious.
My young friend Danny was hired to work as a counter person at a local fast food restaurant. His primary responsibility is to take the customers order and take payment from them. During his training however, he was taught to suggest add-on items depending on what the customer ordered (i.e. would you like fries with that?) Danny doesn't think of himself as a salesperson and that is certainly not what he was hired to be but he is selling.
My niece Jane was hired as a front desk receptionist. Her job description included such things as answering phones and greeting customers. She was to make them feel welcome and offer beverages etc. if they had to wait. If Jane is good at her job, the customers won't mind waiting for awhile. If Jane has time, she chit-chats a little and may mention something informative or interesting about the company she works for. Jane is selling the company every day to everyone she comes in contact with.
I have a friend named Beth who gets manicures every other week. It is important to her that her nails look perfect at all times. If between her set appointments, she gets a nick, she will stop in for a quick fix from her manicurist whose name is Laura. Beth is rather wealthy and can go anywhere to have this service performed but she likes Laura. Laura is selling a service as well as herself every time she goes to work. The gossip she provides keeps Beth entertained and she is well trained in her profession.
Neither Danny nor Jane would ever be considered commission only sales people. Laura gets paid both salary and commission. All three of them are selling a product, the company, or themselves and in most cases, all of those things. There is no question a salary is deserved as personal gain is not their only goal. When they make money for themselves, the company they work for is also benefiting. Why shouldn't a person receive payment for that? Nobody's time is without value and employers have to realize people don't work for nothing.
Learn more about this author, Joan Butler.
Click here to send this author comments or questions.
Difference of opinion? Debate now.
