What Ever Happened To Old Fashioned Sales?

By, Mel Carner

Having been is sales most of my life I have noticed that the new generation of sales professionals have completely forgotten the basics. We all enjoy the “lay down deal” but in all honesty it never happens. Today’s market has the best tools for getting in front of a prospect. But whatever happened to the old fashioned “Fuller Brush Salesman”?

Fuller Brush Company sold not one, but several brushes. I don’t think that Fuller Brush Company would have made millions by selling just one brush thus they had a variety of brushes for different jobs hence their success. The other day I had a conversation with a reverse mortgage sales person who said that they had spent a lot of money on leads, held seminars and had tried everything that they could to close a RM, without success. I felt bad for him. He seemed to truly be sincere and I could tell he had worked his ass off.

When I asked why he had not closed a reverse loan, he remarked that the prospects didn’t need them. The seniors were financially secure and didn’t need the extra income generated by the reverse product. Then, instead of a light bulb floating on top of my head, I saw the Fuller Brush. I then asked the salesman, “Did you ask any of the seniors if they bought life insurance?” Bingo bongo!

Outdated insurance policies are a huge revenue stream and they also help the seniors so it’s a win-win! Guys, this is a gold mine that is untapped. Do some research, because I already know of two different companies that will pay great commissions for leads of prospects that have old or outdated insurance policies – call me and I will refer you to them. If you have only one brush in your sales kit maybe you should think like Fuller Brush Company and get more variety in your sales-kit.

Mel Carner

Real Information.  Real People.

Did you know that 30% of all senior citizens are now surfing the World Wide Web?