A young life insurance sales agent walked into a factory and asked to see the sales manager. When the manager finally greeted her in his office, the agent nervously said, “You don’t want to buy any life insurance, do you?”
“No,” replied the sales manager curtly.
“I didn’t think you would,” said the agent as she got up and headed for the door.
“Wait a minute!” said the sales manager. “Come back here.”
“Yes, sir,” said the agent, obviously nervous and frightened.
“You are without a doubt the worst sales person I’ve ever seen.”
The agent looked down. “Yes, I know ….”
“Listen, you’ve got to have enthusiasm when you sell – you have to be positive, not negative. You have to believe in yourself.”
“Now, look, I’m a busy man, but I’ll show you how.” And for the next 30 minutes the sales manager gave the young agent all the benefits of his experience and wisdom.
“I don’t know how to thank you,” said the agent.
“That’s all right,” said the sales manager.
“Now, because you’re obviously new at this, I’ll buy a small policy from you.”
The agent quickly dug out a policy. The sakes manager signed it, then said, “Remember, don’t go in cold, not knowing what you’re going to say. Work out a planned and organized sales presentation.”
The agent smiled. “Oh, I have. What you’ve just seen is my organized approach to sales managers.”