Wednesday, July 20, 2011

Lou the Nabisco Guy

We have all heard, read, took training, listened to CDs, etc. on how to sell, i.e. “selling” strategies.
Lou the Nabisco Guy never used selling strategies …Lou had a culture of “selling.”
I was 23 years old when I first met Lou. He was the region’s number one salesman for Nabisco from 1974 to 1985.
One day I was eating lunch with Lou and asked,
“Lou, so what do you do to be so good at selling?....can you share some tips?”
Lou replied, shaking his head and smiling, “Bob there is really no magic tips, but I do have five core beliefs about selling.”

1.) Love and believe in your product.

2.) People like to buy, but not to be sold to.

3.) I never sell anything, I solve people’s problems.

4.) Never talk yourself out of a sale.

5.) and….Never close a sale, open an opportunity.

Lou died in 1985 from a heart attack at the early age of 63.
Lou’s culture of selling has lived on. Those that adopt it become very successful.
To be the best, you need to have more than just strategies, you first need a culture, a core belief.
Dr.Ivan Misner says it best, “Culture eats strategy for breakfast.”

Today when I eat my favorite Nabisco crackers I always think of Lou…Lou the Nabisco Guy.

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