How can you not like a man who runs a beet farm after hours and hides weapons around the office? Anybody reading this who is not familiar with the character Dwight Schrute from “The Office,” well, I recommend you rejoin the human race and watch a couple of episodes. For the rest of us, I would like to share with you what Dwight could teach us about sales in my imaginary “Dwight Schrute School of Sales:”
Schrute Sales 101: Believe in yourself. No matter how bizarre his behavior, Dwight has the confidence to make the sale, because he believes he is the best salesman in the office. In his own words:
“D.W.I.G.H.T – Determined, Worker, Intense, Good worker, Hard worker, Terrific.”
Schrute Sales 102: Know your product. Dwight knows more about paper than anybody else in the office. In one episode, Dwight left the office to protect a co-worker and ended up working at an office supply store. As he talked to customers about a variety of products, it was obvious his real passion was paper. He studies until he knows his product better than anybody else.
Schrute Sales 103: Grow an extra layer of skin. Selling is not for the weak of heart, and Dwight knows better than anyone that thin skin can cost you the sale. Staff people often complain about the money sales people make; well, I’d challenge them to become a salesperson. Try handling rejection every single day. Dwight understands the strength it takes to be in sales, and represents it when he said:
“My feelings regenerate at twice the speed of a normal man.”
Schrute Sales 104: A sense of constant improvement is required. People need to understand that most salespeople are driven by a certain competitive spirit, whether with themselves or other salespeople. There has to be some driver that keeps us facing rejection over, and over again. True salespeople like a challenge, they want to constantly improve, and nobody more than Dwight, who will compete even in his death:
“When I die. I want to be frozen. And if they have to freeze me in pieces, so be it. I will wake up stronger than ever, because I will have used that time, to figure out exactly why I died. And what moves I could have used to defend myself better now that I know what hold he had me in.”
Some of you might think Dwight is a poor example of a salesperson, but I disagree. I think he embodies the spirit of most of us who have worn the mantle proudly. It seems that too many of us are trying to “soften” sales, and declare that it’s only about helping our fellow man. Well, that too. But sometimes, we’re just like Dwight – thinking about how to win, honing our craft, perfecting our skill, competing with our Jim Halpert— minus the mustard colored shirt. By the way, Dwight is always expanding his area of expertise. He seems to be currently looking for an assistance in his building manager role. If you’re interested, click here.
So, Dwight, our bobble-headed sales guru, here’s to you: [youtube]http://www.youtube.com/watch?v=WRfbsLlp0ss&NR=1&feature=fvwp[/youtube]