Saying that two Salespeople are the same is like saying that two pets are the same; and we all know that isn’t true.

For starters, dealing with a salesperson with years of experience is definitely different from dealing with a salesperson that is just rounding out his or her first week in the industry.

Furthermore, dealing with a salesperson that puts your needs before his or her own is quite a different thing all together from dealing with a salesperson that puts his or her own needs first.

As another example, working with a salesperson that wants to build a partnership based on a win-win philosophy that involves helping your company reach its goals is far removed from the experience of dealing with a salesperson that simply wants to sell you a product and move on to the next account.

The question then becomes, how do you choose the right salesperson?

I personally think it’s as easy as looking at how he or she does business.

For example, are they willing to provide reference letters and testimonials when asked upon, can they answer your questions in a timely fashion, are they currently working with some of the key accounts in the area, and are they concerned with what your company is hoping to achieve or are they only concerned in telling you what you should do and what you should buy?

The answers to all of these questions should be good determining factors when choosing a salesperson; and if all else fails, go with your true gut feeling.

Just remember, choosing the wrong salesperson is sometimes as bad as choosing the wrong vendor.


Corey Poirier is a Keynote Speaker that specializes in Peak Performance, Sales and Creating Customer Experiences. As a successful Entrepreneur and a Multiple Time Award Winning Sales Professional, Corey publishes a Monthly Business Newspaper called Island Business News while also operating a sales training and professional speaking company. Corey spends the majority of his time speaking professionally in a keynote and guest speaking fashion. He can be reached at (866) 522-7769 or

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