Lou Nunn may be an ex-police officer, but these days, he's more like officer friendly. He is the sales and strategy team manager for Express Data, with plenty of eyewitness to his good behaviour. Nunn has been with ED for almost ten years (four months to go) and now manages a range of hardware and software products.
What’s your best and worst experience of cold calling?
Best: Getting an order just for being the last sales rep to walk through the door.. Jonny on the spot.
Worst: Speaking a different language to everyone in the company I just walked into, then making a polite exit using nothing but hand gestures.
What’s your most successful tip for cold calling?
Take nothing personally; some people just don’t need what you’re selling.
Is money your only motivator for being successful?
No, not even in my top three.
What’s the most useful tip you can give to a struggling salesperson?
Have a good think as to whether you’re in a role that’s suits you.
What percentage do you consider your personality contributes to your success compared to the product and the company?
I look like Brad Pitt so personality, product or company doesn’t really come into it
Most sales people have some experience of other jobs, what’s yours?
The list is varied, Forest Ranger, Landscaper, Commercial fisherman, Police officer.
Do you ever consider changing your career?
As you can see from my past career choices “Yes” if a career doesn’t challenge me, I leave, happiness is what life’s all about.
Does the pressure to hit your monthly or quarterly targets ever make you stressed?
No, no, hell no, aagghhh never ask that bloody question again
How would you sum up the craft of sales in one sentence to an outsider?
Unpredictable, changeable and challenging, so very enjoyable.
How long does it take you to assess how you should approach your sales pitch?
I definitely like to spend 5 minutes with a person before I start my pitch, but I do like to talk so sometimes it’s less.
Have you ever put your foot in it when talking to a client?
Definitely, and sometimes I don’t just stop at the foot.
How did you get past the point of struggling to make a sale to where you are today?
By enjoying what I do, and having good people around me.
Do you consider yourself a persuasive person?
Has that quality ever reflected on you in a negative way?
Yes, not always being right but being persuasive will always cause a few problems, so now I concentrate on never being wrong.
How do you balance time spent between product knowledge training with generating leads or opportunities?
I simply leave product knowledge to those that are good at it, I don’t even pretend.
What’s the best deal you have ever closed?
Marrying a woman way out of my league.
Would you encourage your offspring to go into sales?
If they chose sales, I’d encourage them hugely, but honestly I wouldn’t lead them into any particular career, I like my kids to make their own choices.
What’s thebest line of jargon you’ve invented?
I swear way tomuch to invent anything printable, so I’ll pass on this question
Has anyone ever made you feel intimidated?
I sat next to Manu Vatuvei once on a plane trip back from Aussie … that did it.
How would you get over forgetting some vital information during a meeting?
Just follow up with the info I missed, stressing won’t fix the problem, correct the error and move on.