This is the second episode of the series The Accidental Seller. There is a more accidental sellers in the sales industry than we know of. In fact, there are about 4.14 million sales professionals in the United States who fell into this career. DeJuan Brown wanted to be a chemist when he was a kid. He also wanted to be a system analyst because he wanted to follow his uncle’s footsteps who worked as a system analyst for Guardian Life for a long time. But in college, he studied Psychology and Philosophy. The mathematics included in studying both Chemistry and System Analysis dissuaded him to push through with his childhood careers.
His view of sales and of the salespeople came about when his father started selling Insurance when he was two years old. Selling insurance then was very different compared to how it’s done today. People are able to sign up online or pay for their premium online but before, selling insurance was a door-to-door sport. His dad would spend hours going door to door collecting premiums from people. Seeing his dad selling made him think that sales was super lucrative on the back end but also super hard at the same time. DeJuan initially thought that salespeople were undesirable.
The sale stigma
The perception of salespeople then didn’t change much until today. In fact, stats show that only 18% of buyers respect salespeople. There’s still a bad stigma and DeJuan didn’t want to be associated with it. Salespeople are seen as sleazy and manipulative and even though his Dad is not like that, he came to adapt that view as well. It’s apparent with a car salesman and the salespeople you see in infomercials and TV. People kept telling DeJuan that he’d be good in sales but for him, it was a choice between using his skills for the worse which is doing sales or using it for the best which is helping people through law and other things.
The accidental seller
DeJuan was doing a variety of things and was moving from one job to another. He ended up waiting tables and bartending. He was good at it and made a tremendous amount of money in it. His friends kept telling him to go into sales because he’s good at selling entrees but still the stigma of salespeople stuck in his mind. The stigma prevented him from considering the possibility until his buddy got a job at Intuit. His buddy convinced him to get into sales and he applied. He got a schedule for an interview and got a part-time job of 16 hours a week doing transactional sales. That’s when he got into sales. He fell in love with the reward of sales and it was the first time that he felt good about serving people.
Fears in sales
He had fears and trepidation when he started sales and most of the fear revolved on the thinking that he had to push people. DeJuan wanted to help people. If they want something, he wants to help them get it and if they do not want to get the product and services, then he doesn’t want to push them and he just wants to leave them alone. The fear went away relatively early in the process when he realized that he was helping people. He understood people and all that they have at their disposal. He gave them all their options and made sure that they made decisions based on what they have.
Helping people changed his paradigm on sales audits. DeJuan thought about quitting during his tough times but his experience helped him get through the rough times. When he isn’t at the top of the leaderboard, he thinks of quitting and starting out on another career.
That fact kept him on and motivated him. There’s no such thing as every time you dial, someone picks up the phone or responds to every email. Understanding that helped him control the inputs and outputs. The mindset shift helped him shift his attitude towards selling. His first sale was unforgettable for him. He was consistent with his deals and he was able to enhance someone’s product or their order.
For his first sale, he was able to sell a logo and on the same sale, he was able to add color and shadow. He also offered the self-sealing envelopes on the same order. DeJuan is now in the enterprise industry and connected with Seismic. DeJuan was an accidental seller but if asked if he was going to choose another path, he’d say that being an accidental seller is one of the best things that happened for his career.
“The Accidental Seller Series 2″ episode resources
Reach out to DeJuan via his LinkedIn and he will also be in the Sales Success Summit. He is also on Twitter. Go ahead and hit me up for concerns and questions about sales. You can also reach out to me via LinkedIn, Instagram, Twitter, and Facebook. Use these practical sales tips and let me know how it works for you.
This episode is brought to you in part by TSE Certified Sales Training Program. It’s a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Sign up now and get the first two modules for free! You can also call us at (561) 570-5077. Our next semester starts on November 8 and we would love to have you.
The episode is also brought to you by Sales Live Miami. It’s an event put on by a group of friends and it’s designed to help sellers and sales leaders improve their sales game. It’s going to be this November 4-5, 2019 in Miami, Florida. Come and join us. You can find more about this event on The Sales Evangelist website. We want you to join us for our next episodes so tune in to our podcast on Apple Podcast, Google Podcast, Stitcher, and Spotify. You can also leave comments, suggestions, and ratings to every episode you listen to. Read more about sales or listen to audiobooks at Audible as well and explore this huge online library. Register now to get a free book and a 30-day free trial.
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