What about my needs? Here?s what I want …

Everyone wants to succeed. That means making plans and decisions. That breeds questions. Here are a few I have received about sales employment. Some of the information will apply to you as you climb your way up the ladder.

Dear Jeffrey,

If bonuses or incentives are the motivator for selling a product, what should someone do to stay motivated if these are not offered to him/her?

Dear Scott,

1. Create your own goals and incentives for your personal achievement — money isn’t everything. Try to be the best at what you do, the money will follow. If not by your present employer, surely by his competitor who will try to lure you away.

2. If money is what drives you (pity), change jobs and stop complaining.Dear Jeffrey,

I’m going on a big interview and don’t have enough sales experience. Any advice?

Dear Ralph,

This is advice for any person on any interview:

* Be honest.

* Be yourself.

* Prepare a list of intelligent questions about performance and contribution.

* Look like a winner.

* Visit and print out their Web site and develop a few questions about it.

* Want the job badly and let the interviewer know it.

* Ask how you will grow and benefit the team.

* Tell them you will make a personal commitment to learn selling skills or any skills you may lack.

* Tell them you will make a personal commitment to learn presentation skills.

* Join Toastmasters as soon as you can.

* Don’t sell yourself short.

* Don’t apologize for what you are not — focus on what you are.

* Focus on what you can contribute, not what you get as a result of it.

* BIGGEST MISTAKE: Don’t ask about salary, benefits, sick days or vacation. If they want you, all that will be revealed.Dear Jeffrey,

I have an interview for a sales position with a company that hires individuals with a lot more experience than I possess. I have interviewed with my “to be” boss, a manager, the chief operating officer and I will soon meet with the vice president of business development, who told me to get ready to ask some tough questions.

What are the tough questions? I have asked a lot of good questions already. I believe the reason they have kept me in the process so far is because of my enthusiasm. I have done well so far and I don’t want to blow it in the final stretch. Please help.

Dear Mary Anne,

Make your questions reveal your game plan and feelings:

1. What will a typical day be like?

2. What will be my biggest challenge on the job?

3. What will I be able to expand while I’m there?

4. How will I impact the company’s success?

5. What will I contribute to the company’s goals this year?

6. Do you have a list of recommended reading (trade journals, newsletters)?

7. Describe the ideal candidate for this job.

8. Am I the type of person you’re looking for?

9. Assuming I am selected, when could I start?

NOTE: Be sure at least two of your tough questions are closing questions.Dear Jeffrey,

I am new in the field of sales, and I would like to get an idea of a reasonable compensation plan. Currently I am being paid $27,500 base salary and 3 percent commission on each sale. I sell a service. What do you feel is a reasonable compensation plan? I am projected to sell more than $400,000 this year, and that would amount to roughly $39,000 in my pocket. I did interview with a competitor and they were paying $30,000 base and 9 percent commission. Any insight you could shed would be greatly appreciated.

Dear Andy,

While the pay sounds a little low, you must also consider other elements of the opportunity, particularly starting out. Here are 10 “beyond the buck” thoughts about any job:

1. Ability to learn from others you respect.

2. Training program.

3. Benefits package.

4. Employment perks.

5. Co-workers.

6. Employment environment.

7. Customer relationships.

8. Ability to grow.

9. Experience you will gain.

10. Fun factor.

Put all of these elements into the ratings factor of the job and then decide if it’s worth it. Jobs are not just about money — they are about opportunity to learn and grow. Weigh each element of the job (including money) to determine the answer to the personal clash: “Should I stay or should I go?”

Got a sales question? Just go to www.gitomer.com – click SALES HELP then I NEED JEFFREY’S HELP and send me your question. Jeffrey Gitomer is the author of “The Sales Bible” and “Customer Satisfaction is Worthless, Customer Loyalty is Priceless.” President of Charlotte-based Buy Gitomer, he gives seminars, runs live weekly sales meetings via the Internet, and conducts training programs on selling and customer service. He can be reached at 704/333-1112 or e-mail to salesman@gitomer.com

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