I have worked with and around sales folks for 30+ years. The best sales person I ever knew is L. A. Brown from Kentucky. He had been working the same territory for 25 years and was consistently ranked as one of the top three performers in the country.
‘Brownie’ was a follower of Christ who was bold in his faith. He was a member of the Gideon Society. The aroma of Jesus was all around him every day (2 Cor 2:15). He was an absolute gentleman and was highly respected – most of his customers’ support staffs addressed him as ‘Mr. Brown.’
But what separated him from his peers professionally?
First, he was the consummate professional
- Dressed impeccably,
- Always on time or early,
- Courteous to everyone in an account even when he didn’t get the commitment that day
- Took a real interest in everyone in an account – wanted to know their story
- He NEVER engaged in any off color humor or antics
Second, following up on leads/open issues and follow through on commitments was a priority for Brownie. In my experience, this is the differentiator for the best sales people
Third, he was assertive not aggressive. He knew the boundaries of his customer relationships and how far to push them without a backlash. He knew how to ask for the business without demanding it or begging for it
Forth, follow up and follow through!
Fifth, he loved his job and it showed. He was thankful to God for his job (Col 3:23).
Sixth, knowledge of his product line and competitive products was unmatched. But maybe more importantly is how he utilized this knowledge. He presented the facts in a positive manner being careful not to defame the competitors but instead giving decision makers more reasons to use his product than other products. This approached was greatly appreciated by his customers
Seventh, did I mention follow up and follow through?
Eighth, his honesty and integrity were paramount. His word was his bond and his reputation pristine. He never worked around the edges or tried to buffalo customers. He didn’t make up answers to questions where he didn’t know the true answer. He simply admitted he didn’t know the answer and committed to get the correct answer (Prov 22; 1 Tim 3:7)
And finally, Brownie wasn’t afraid of hard work. He gave his best every day. No cutting corners for him (Prov 6:6; 10:4; 20:4; 26:15)
The best part of this story is that Brownie was rewarded here on earth and eternally for his love for Christ (2 Tim 2:10).
2 Corinthians 2:15 Our lives are a Christ-like fragrance rising up to God. But this fragrance is perceived differently by those who are being saved and by those who are perishing.
Colossians 3:23 Work willingly at whatever you do, as though you were working for the Lord rather than for people.
Proverbs 22:1 Choose a good reputation over great riches; being held in high esteem is better than silver or gold.
1 Timothy 3:7 Also, people outside the church must speak well of him so that he will not be disgraced and fall into the devil’s trap.
Proverbs 20:4 Those too lazy to play in the right season will have no food at the harvest.
2 Timothy 2:10 So I am willing to endure anything if it will bring salvation and eternal glory in Christ Jesus to those God has chosen.