This is the 4th episode for the Accidental Seller series.
Wendell Jordan is the owner of Jordan Consults and a local SEO specialist. His company works with small businesses to increase their digital footprint.
Growing up, Jordan and his friends wanted to become professional basketball players. However, playing for the NBA became an afterthought when he reached high school. He actively studied music during his first few years in college. By then, he was in and out of recording studios in New York City.
Wendell thought of salespeople as sleazy individuals. He first came across sales when he was young. A vacuum salesman was doing door-to-door sales and he wouldn’t leave until his mother threatened to call the police. The salesman was trying to force his mother to buy a product they didn’t need. That experience had a negative impact on Wendel and affected how he viewed sales.
Wendell’s mother worked for the city of New York and his father was a postal worker. His parents’ jobs, along with how he viewed salespeople made him think that sales was not for him.
He accidentally came into sales when he was checking out Craigslist ads. The ad was looking for someone to work in customer service and didn’t mention sales. When he went in for the position, it was a commission-only, door-to-door sales process. Wendell’s wife played a huge part in his decision to take the position. She had faith that he could do it and encouraged him to try. He’s been in sales ever since.
Like any new salesperson, Wendell had fears. He worried he’d become the sleazy salesperson who had to be removed from someone’s home, just like the man from his childhood. In his first days on the job, he shadowed a sales rep and was told just to take notes. For two days, he tried to learn what he could from shadowing. On the third day, he was thrown into the fire and had to have his first door-to-door experience on his own.
Making a sale on the first day can be difficult but Wendell was able to do it. His first deal felt magical and it inspired and motivated him to keep going. He thought, if he could do it the first day, he can also do it the second day so he kept going.
However, the lack of sales training affected his morale and the number of sales made. Shadowing others for a day or two wasn’t enough for him selling door-to-door effectively. He just didn’t have the skill set to close and the result was a lot of deals weren’t pushed through.
Wendell’s sales journey wasn’t easy. He experienced being removed from payroll and spent a good part of the year in limbo, not knowing if he’d be able to make a sale again. The instability of the job almost made him quit. An old business partner convinced him to try again, but this time, he’d be selling websites. Wendell had trepidation considering that his previous sales experience wasn’t stellar. Still, he tried again and started cold-calling businesses.
Wendell went from a door-to-door sales process to talking to potential clients and educating them about their services.
Sales have been one of the greatest opportunities Wendell has ever had in his life and he would choose it again. It allows him to work from home and learn about different cultures. The door-to-door sales experience exposed him to different lifestyles and it trained him in different ways to socialize with others.
If you’re new in sales, keep at it. Don’t get caught up in what people perceive sales to be. #SalesMotivation
Shift your focus.
See yourself three years down the road. You’ll think about the number of Nos you got but you’ll remember the Yeses were far greater. Focus on the bright side.
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth. Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.