“I don’t want to be on the other side of the table from the customer. I was never selling anything that I didn’t believe in myself or use myself. ”
I am a great fan and follower of Warren Buffet. I have read him a lot. He learned early on that the best salespeople are those who believe in their products. Who have a passion for the products that they are selling.
If someone believes in and has a passion for the products he’s selling, you can bet that he is very interested in everything about that product, from the materials it’s made of to how it is manufactured, to what are its best uses. Even more important, this salesperson will know the best uses of the product. Such knowledge impresses any customer.
This is a quality that Warren always looks for in his managers – people who believe in their products and businesses so much that they love to go to work. He doesn’t like hiring managers who are only interested in making money and who would rather be somewhere else.
Many of Warren’s top managers have spent the vast majority of their working lives at the same company and continue working for them even though they are millionaires many times over.
Publisher Stan Lipsey of the Buffalo News has been with the company for over thirty years. CEO Irv Blumkin, now in his fifties, has been on the payroll of the Nebraska Furniture Mart since he was a teenager. Both of these super managers are wealthy enough to retire in the morning, but they keep showing up to work, and the reason? They love what they do. .
The lesson here is this: If we want to put a winning sales team together, we must find people who believe in and are passionate about the products that we are asking them to sell.
A salesman’s passion for the products he is selling is something that Warren has learned he can bank on.