Elephant in room? Upselling products

Friday, January 25, 2013

When Mike Sperduti first started out in sales, he had a co-worker he describes as a “phenomenal” salesman. Behind his back, however, he was called “Elephant Man” due to his appearance. In his dating life, he faced rejection after rejection, but he eventually married a beautiful woman.

“He didn’t see rejection as rejection,” said Sperduti, president/CEO of Emerge Sales. “He saw rejection as part of getting to success. Most people, if they get rejected first, they quit.”

Sperduti is a first time speaker at this year’s “Focus on the Future Conference and Tradeshow.” In addition to moderating a panel discussion, he will give two talks: “The Elephant Man Married a Supermodel!” and “The Power of Love: Upcaring—Providing Better Care and More Profits!”

With rejection part of the job description, it can be helpful to understand that “no” is a good thing, said Sperduti.

“The only way to survive in business is to be willing to take the ‘no’ to get to ‘yes,’” he said. “Salespeople need to go out there and call on referral sources. A rejection still means they are on their path to making that sale.”

When it comes to selling in-house, it’s time to shed the fear that selling—or recommending—cash products is uncomfortable or that customers won’t welcome that, said Sperduti. 

“If we truly believe that we would make this recommendation for a family member, then you are doing this not for business reasons but because it’s better for them,” he said.