Sales is often viewed as synonymous with cold-calling, mass marketing, number crunching, and quota-driven activities. In some cases, this is an accurate depiction. But this could not be farther from reality for the Interior Motions sales team. The Interior Motions salespeople operate under the belief that at the end of the day, people are at the center of a business––not quotas. That is why they take the time to get to know their clients on a personal level, understand their individual needs, and identify the best possible furniture solution in a timely manner. I recently sat down with Mark Erickson, an account manager for Interior Motions who has been selling furniture for over 35 years, to get his take on the traits of a successful salesperson.
One of Erickson’s best pieces of advice was “Mother Nature gave you two ears and one mouth. Use them in that proportion.” In other words, a salesperson should always listen more than they talk. He elaborates on how salespeople have a tendency to meet with clients and then overwhelm them with superfluous information. Instead, Erickson suggests asking pertinent questions that get to the root of the client’s issue so that you can determine the best course of action.
Another interesting aspect from our interview was when Erickson admitted to being an introvert. It is a common misconception that salespeople have to be loud extroverts who can work a room and light up a party. Erickson says that while many of his colleagues may believe he is an extrovert because of his ability to converse with a wide array of people, he is in fact an introvert. He recharges from alone time but enjoys meeting new people through his profession. Nonetheless, Erickson is extremely good at what he does because he is intentional about his interactions. The takeaway here is that your social disposition matters less than your ability to gauge and accommodate your clients’ needs.
Because Erickson is a veteran of the furniture industry, some might be tempted to call him a sales expert. He cautions that an expert is not someone who has mastered their field, but has “failed in every conceivable way in a very narrow field.” He continues, “Even after 35 years, I still make mistakes and I’m still learning.” Great salespeople are not perfect, they are just willing to adapt and evolve their practices.
Erickson is just one of the many qualified individuals on the Interior Motions staff that prioritize client satisfaction above all else. The thought and consideration that goes on in the front end of the sale is what translates projects into transformed environments for productivity and growth. To see the Interior Motions difference in action, contact us to set up a consultation.
To view the entire interview, click here.
Also read: How Positive Self-Talk Can Change Your Life