Robert J Samples Loc: Round Rock, Texas

All along in my career of over 70 plus years, and because I have over those years have managed to sell a large variety of different products. These I will list below as far as my memory will allow me to recall. What most don’t realize is the actual product doesn’t matter as long as you understand the necessary technique required to be successful.

1. T.B.A. Tires, Batteries, and Accessories
2. Outboard Motors, Boats, and Accessories
3. Pharmaceuticals; Vaccines
4. Tropical Foliage
5. Drilling Instruments
6. Stocks, Bonds, Commodities, Insurance, Options

In addition, I trained salesmen, both in product knowledge and sales techniques, and how to recognize a “moose call” meaning when a customer is sold and willing to buy, stop selling and write the ticket! Far too often, rookie salesmen do not know when “to set the hook!” They keep selling and sometimes will allow the client finally to choose to leave without buying. Do you know what a “Three No close” is? If not ask the next salesperson, you meet. In addition, when you sense the sale in going opposite to your desires, change the subject, fast!

I was frequently asked how I gained the necessary product knowledge to be successful. Well, there are at least two main factors. One, I would take home a book or other material and memorize the minimum necessary product knowledge. Second, I learned how to ask questions of the buyer who would, without knowing it, begin to teach me what they thought was important! I would pay close attention and incorporate that information. In fact, it is always wise to allow the client to talk and explain his needs. Soon, you will be up to speed with a totally different product line and can hold your own in any sales situation.
While I was not immediately an expert, I would at least know enough to hold my own. Next, while I never became an expert in every type of product, I did have a high degree of self-confidence, which allowed me to hang in, when all else was on a ‘slippery slope' and on the verge of failure.

A lot of folks who aren’t salesmen don’t know this, but there are times when all a salesman has left is a line of bull! Meaning, you keep on trying even if the client is saying “No”! Sometimes that is all that’s left, and you wear them down.

If there had been years when we had not new pharmaceutical products, it was necessary to continue to call upon high prescribing doctors and tell them the latest jokes. It seemed to be an acceptable way of maintaining contact and relationships.

For another example, when I was a pharmaceutical salesman, I called on a manager of a hospital lab in Brownsville, Texas. I didn’t particularly need this business, but my close friend, a doctor, was the principal owner of this hospital and there was no reason they should be buying reagents from a competitor.


Over several years, he kept buying competitive products, and I kept calling on him. He didn’t realize that around lunchtime all the doctors were at lunch, at home, or somewhere away from their offices. Thus, this was free time, and I was trying to use it productively.

Finally, I guess he got a little peeved at my persistence and said, “you don’t give up, do you?” I don’t know what I said in reply because I didn’t want to reveal my real reason. Anyway, in that year, the lab manager died! The new manager and I switched every product to our lab products in a New York minute!

So, as the saying in back country Texas goes, “Sometimes even a blind hog will find an acorn!” The harder you work, the luckier you become! Just Sayin…RJS

MoJoe Loc: Springfield, MO

I had a very successful career in land sales and development in Arizona before becoming a judge in 2007. I stayed away from all of the usual techniques but followed the advice of the late great Zig Ziglar....."You can get anything in life you want, if you help enough other people get what they want". Information was the key.

Robert J Samples Loc: Round Rock, Texas

MoJoe: While I did not touch on the motivation of buyers, you are absolutely right. When you help others reach their goals, or what they want, you will also benefit! You and the buyer will be a team. Just Sayin...RJS

ghaynes1 Loc: Strawberry Plains, TN

I sold new and used cars a few times to get by. I worked with veteran salesmen. One told me I'd always be a good salesman because I wouldn't lie to people. Contrary to what people think, car salesmen don't all lie and try to stick it to you. There was a seven YES approach that seemed to work. If you could get seven YES during a conversation, the car was sold. I never pressured people to buy. The laid back approach seem to work for me.

Mauwehu Loc: Norwalk Ct

Hi RJ— I REALLY liked this post. I’m still working, still selling and still learning. You shared a lot of good nuggets.
When I’m a buyer I’m paying close attention to the salesman’s approach thinking I’m going to use that or I would never use that.
I stay positive when I’m selling and try to build excitement for the sale. I avoid the word NO. I always say yes and attach an upgrade price to their request if needed.
My pet peeve when I’m buying—getting divided attention from the salesman to other clients or to his phone.
There is a need for sales reps. They temper the conversation between the client and the factory, boss or home office. I’ve lost a few clients because they gave the owner of the company I work for an ultimatum. I tell all of my clients to talk to me.
Thanks again for sharing your knowledge!

Mauwehu Loc: Norwalk Ct

That’s good advice and it also works with the wife.

Mauwehu Loc: Norwalk Ct

My father in law would never buy a used car in the rain. He would always ask the seller—could I get in this car and drive to Florida right now? ( 1200 miles)
My grandfather would see a used car in the paper, call on it, make an offer and tell the salesman to deliver it. If they refused he figured the car was no good.
Lying isn’t worth it especially if you consider the lake of fire (Rev 21)

Commander Bell Loc: Lafayette Indiana

Hi RJ
Your experienced advice is needed here.
I'm waiting to start up a very small on site ( meaning when and where we fish ) business with my Grandchildren.
The idea is not to make lots of money, just a little bit to teach them about economics.
Here are the things I am considering.
Red worms Nightcrawlers and small fishing gear by the individual item not bulk.
I wish to keep the cost below the big chain stores that need to turn a hefty profit to survive.
This is by no means a large operation just something that can be carried in a utility wagon to a public fishing pond.
My sister is a accountant for a large firm.
She advised that for such a small operation a LLC would probably not be needed.
Your thoughts on profit margins and business cards and licensing would be helpful 👍
Commander Bell out 👍

Robert J Samples Loc: Round Rock, Texas

Commander, I am flattered you asked. Sounds like you have been given good advice. I question whether you need to have any formal organization in the beginning. My experience, and so much so, I have given it the name of
Bob Samples Rule of Financing a Business. It goes like this, Most people start a business with too little financing. If they had enough, they would have tried something more expensive!

I question whether you need any formal organization, such as psrtnership or LLC organization documents on the 'get go"; And where and how much revenue are you expecting? I am just thinking you might wait to see whether the enterprise creates enough revenue before you go 'formal'!

Here are some important questions you need to answer. How old are you? What do you see as the mid and long term results? Is your organization going to be big enough to actually pay taxes? Meaning you might fly under the radar for a few years, then adopt a formal business type.
Those are just some of my thoughts off the cuff! Just Sayin...RJS

Robert J Samples Loc: Round Rock, Texas

Commander: After going back and reading your note again, I am a poor judge of markup ups and retail sales. Your biggest hurdle is what are you require to pay for the products you intend to sell? IF you can buy right, then it is a simple matter. One rule of thumb would be if you can buy right, the double the retail price you charge. While we often criticize retail box stores like Walmart, they will be difficult to beat, since they buy in container loads from China. Your best opportunity will be because you are offering products at the fishing site!
I hope not to hurt your feelings, but I would consider this an educational venture, more than one that will turn a profit! Just Sayin...RJS

Commander Bell Loc: Lafayette Indiana

Thanks RJS,
Yes it is very much intended as a educational venture.
It is intended to teach my grandchildren economics. Profits are not important.
Commander Bell out 👍

Robert J Samples Loc: Round Rock, Texas

Commander: That's good, because trying to defeat Walmart's and such is a Hurclean task. Just Sayin...RJS