A company dedicated to helping "industrial sellers reach the most qualified industrial buyers online and convert them into customers," ThomasNet specializes in the creation of websites with online catalogs and other features relevant to the goal of connecting industrial merchants with customers. Michele Mischler is the senior director of the company’s Central Ohio division.
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Mischler's daily responsibilities as senior director include managing the company's regional sales operations and creating online-marketing strategies. Mischler, who studied economics as an undergrad, stepped into her current position in 2003. Since then, she has spent her days working with a team of sales reps to help industrial businesses find prime positioning on the web.
When asked what drew her to the field of sales, what has kept her in the field of sales, and what skills are essential for a successful career in sales, Mischler provided some great words of wisdom:
Lessons Learned from My Sales Career By Michele Mischler
I originally went into sales because I knew I would be rewarded financially for my efforts (i.e., I could earn as much as I could sell). But the surprise for me was the job satisfaction I received from helping clients solve problems and achieve their goals, among other things. It is the non-monetary rewards, in large part, that have kept me in sales.
I have always had the ability to influence and galvanize people. I thought a sales career was mostly about having conviction, persistence, and good people skills. What I've come to learn is that successful selling involves much more.
A belief in one's respective product or service, passion for one's business, and the ability to persuade others are necessary for a successful sales career. However, there are other actions that set the salesperson apart from his or her competition. These include the abilities to:
Stick to a prospecting/appointment-setting/sales process and routine.
Put the prospect first (not the possible outcome of a sale).
Ask the right questions, in the right way, to identify real issues, concerns, and/or problems.
Sincerely listen to your prospect's answers.
Remain open to new ideas and be flexible to adjust your process as determined by market conditions.
Manage time effectively in order to maximize "paying" time.
Successful sales consist of having the right mindset and executing the appropriate actions, day in and day out. Consistent behavior produces desired results.
And we can bring these skills to all aspects of our everyday lives. Through my 25 years of sales experience, I have learned that most people are engaged in some "selling," whether it is their business or not. From the time we are five years old and trying to negotiate for the ball on the playground, we are always trying to influence or sell our ideas to our direct reports, colleagues, peers, or bosses.
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