Little Pearls of Wisdom and Inspiration

i.
This project could not have been completed without the valuable and inspirational writings and contributions of Mr. Robert J. Simmons – my dad. Thank you Dad.

His pursuit of excellence and drive for success was powered by his commitment to his family, his faith and the will to make the world we live in a little better through his unselfish contributions to so many.

Dad wrote down excellent advice that not only applies to those pursuing a respectable career in sales, but to all of us that are on this journey through life.

To his inspirational writings, I have added my own observations, tips, advice, anecdotes and life lessons learned over several years working with proven Sales Professionals met in my literally millions of miles travel throughout the United States, Canada, the Caribbean, Mexico, Guatemala, Columbia, Venezuela and points in between.

Wherever my travels have taken me, I have found people are always receptive to a smile, kindness, consideration, caring and respect. I have been fortunate to learn from brilliant, seasoned, talented, successful Sales Professionals in a variety of industries that included tangible sales, intangible sales, Real Estate, sophisticated electronics, Call Centers Sales, door to door, business to business and from luxury yachts to pest control.

Recorded on the following pages you will find a selected collection of excellent “Pearls of Wisdom” that you may use, learn from, add to or share with another.

If just one of these “Little Pearls” inspires, motivates, encourages or in any way makes your life better, brighter and more successful, we will have done our job.


ii.
Some of us hone our sales skills and find ourselves on the path to becoming a Sales Professional. Note that I did not say someone that “sells” – there is a huge difference between a Sales Professional and a person that is “in sales”.

Becoming a Sales Professional is an incredible goal – there are very few Sales Professionals – and it takes time, sincerity, patience, tenacity, ambition, drive, integrity, honesty, caring and a good sense of humor. Oh, and yes, you must be able to survive repeated and in some cases embarrassing REJECTION. So, add to the above list a strong character and a well grounded psyche.

When you can earn the TRUST and RESPECT of your clients, you have achieved the most valuable prize in all of Sales. Guard and protect that prize as if it were your very own child.

Throughout this book, you will read tips and anecdotes (some humorous, some heart warming) as well as examples of poignant lessons learned during the many years as a Sales Professional. I am truly grateful for the knowledge, friendships, victories and personal rewards earned during those years – and please note, it did not come easily, nor without some failures and disappointments along the way. One of the best, if not the best, compliment I’ve earned is best summed up by a client: “Mark, you are our “GO TO GUY”; you are always there when we need you.”

Unlike in the practice of law or medicine or other professions that require you to attend several years of higher education, earn a degree and then attend annual re-certification classes, a Sales Professional never stops learning. The Sales Professional is constantly seeking new information, new techniques, attending sales seminars, reading books and forever improving. A Sales Professional’s education is unending.

Good luck, make a difference and never, ever give up.