Building My Career in Office Supplies Sales: My $2 Million Success

At 20, I lived with my grandma and embarked on my first sales job, handling printer toner and office supplies. They initially offered me a daily wage of $100 with a three-week trial period. If my performance met expectations at the end of this period, they would assess my sales and productivity to decide my future.

Each day involved making between 100 and 150 calls, spending up to three and a half hours on the phone. Convincing someone to buy something, especially printer ink, over the phone was quite a challenge; it was dull work, and most people weren't interested.

As the trial period ended, I was told, "You've done well! We're extending your stay another week." My reaction was, "Great! Another $500 for me, until I'm out of here."

This was my perspective for the initial months. Yet, it eventually dawned on me that I was performing better than expected, and this role could be a real career path.

With six years of experience and strong client relationships under my belt, I founded Quire Office Products, LLC. Last year, this venture brought in over $2 million in office supplies and toner.

The Power of Genuine Communication

In sales, and life generally, it's not your words that people remember, but rather how you made them feel. Here's how I managed to capture and keep the attention of others.

Show Authenticity

Many are resistant to sales pitches because they fear being misled or coerced into something against their will. My success stemmed from establishing a connection by sharing my own vulnerabilities. I'd start by asking about their well-being, receiving the usual formal replies. When they'd inquire about my situation, I humorously shared my discomfort with a new job by mentioning my teddy bear and blanket for comfort.

This would often evoke laughter, and I continued sharing, in a light-hearted way, how I managed anxiety. This made interactions more pleasant and human.

Project Confidence

I quickly realized that maintaining a likable presence over the phone made it hard for contacts to hang up. Smiling, even unseen, could positively alter my vocal tone, transmitting warmth and friendliness.

Speaking assertively also mattered. A firm voice suggests confidence, often inspiring faith in the listener since shy people tend to be less vocal. By speaking with assuredness, I encouraged trust in my capabilities.

Create Connections

Calls for me were about forming bonds rather than diving straight into sales. Introducing myself and being open about the call's purpose allowed me to bypass sneaky tricks.

I would weave narratives from my life, such as watching a basketball game, finding out shared interests, and engaging in lengthy conversations before discussing business. This personalized approach made interactions more memorable.

After establishing rapport, I would ease into the sales talk by acknowledging the call's actual intent, gently segueing into discussions on their office setup.

In absence of strong customer relations, your worth boils down to just the product and price. True differentiation in sales lies in the relationships you cultivate.