Commission as Golden Gate

“His criteria: intelligent, free of arrogance, a certain, quite likable cunning, and above all, the professional understanding: work must be fun. Good salesmen are people who love to talk, love to travel, love to earn money, as much as they are willing to achieve. Their fixed salary only covered their basic needs, the commission was their golden gate. 5 percent on their sales, and if they exceeded 10,000 marks a month, another 5 percent on the difference.”

“Good salespeople are entertaining chatterboxes. Very good salespeople are engaging conversationalists. And genius salespeople talk like a friend. Nobody barges in with the screw and the door in hand. The non-committal communication about everything possible, except the actual occasion of the visit, is a) a commandment of politeness, b) a loosening exercise, and c) a sleuthing for the subsequent sales conversation.”