After retiring as a detective from the New York City Police Department, I wasn’t sure where the next chapter of my life would lead me. A good friend and mentor of mine, Jeff DiBona, worked for Nike Golf at the time. He was a successful salesman and, as I would find out later, was very well respected in the golf industry. He suggested that I consider following his path as a multi-line or independent sales representative in the golf business. I had no clue what this job entailed but I listened, I was intrigued, and followed his instructions.
I remember asking him what would be involved in the day to day aspects of the job. Seeing the quizzical look on my face, he told me, “It’s probably very similar to police work.” He then explained that “you just have to pound the pavement, make phone calls, schedule appointments, show up and be ready to follow up with paperwork, lots of paperwork. Oh yeah, be yourself and have a thick skin!” I could relate to his job description and its duties and responsibilities. It put it all in perspective.
Almost 20 years later, his words still follow me to this day. In fact, I am often asked how I made the transition from police officer to multiline sales rep to national sales manager. I relate the “transferable skills” that Jeff deftly pointed out to me.
We have all heard people say that “selling isn’t rocket science.” That’s true. But I have to admit that some of the skills set from my previous line of work have been very useful in this industry. For example, I learn so much more by listening and observing than speaking. I have found that one of the most important skills in sales and sales management is active listening. Active listening is used in counseling, for conflict resolution, and as a training technique across multiple disciplines. It’s as valuable as critical thinking or problem solving. It opens dialogue, shows interest and empathy (when necessary).
As a detective, I took a course in Basic Methods of Investigation. The class taught the importance of getting facts and finding the truth wherever it may lead. If there was one thing I learned in that class it was the following acronym:
“NEOTWY”-an acronym formed by using the last letter of when (N), where (E) who (O), what (T), how (W) and why (Y).
When I follow this acronym in a presentation, on a sales call, or anywhere throughout the sales process for that matter, there is a good chance that I have all the information necessary for the successful execution and delivery of my product and services.
“NEOTWY” can actually be a timesaver when trying to ascertain facts as quickly as possible. In some instances, I am asked to intervene when things do not go as planned. I follow in the “NEOTWY” format in order to understand the facts and make a determination on resolution.
By the way, I have one more acronym which goes a long way on the street, in the office, or in the boardroom.
It’s really no big secret and you can see it on every RMP (Radio Motor Patrol car) in Gotham.
“CPR” – Courtesy, Professionalism, Respect.
Charlie McGuinness is National Sales Manager for Corporate Division and Wholesale Distribution at MV Sport/Weatherproof & The Game Headwear. This column is inspired by listening, observing and finding something valuable in daily business interactions and life experiences. He can be reached at charliem@wpmv.com.