In my career I’ve heard a lot of theories on why many times the “new guy” outperforms the seasoned veterans in sales. I’ve heard everything from “Just beginner’s luck” to “He doesn’t know any better”.
“He doesn’t know any better?” Any better than what? To sell?
Personally, I believe the main reason new salespeople come out of the box firing (assuming they are properly trained) is they are not afraid to bring their manager in to help them close more sales. They realize they’re new and haven’t developed the bad (and costly) habit of feeling that “if I can’t close them, nobody can!”
That attitude will cost you a lot of money—I don’t care who you are.
Your manager is there to HELP YOU and a good manager is there to help you grow for the future, not just for one sale. They should not only work with you to satisfy the customer you’re having issues with, but to assist you in developing the skills and honing your craft to where you can avoid that issue in the future.
Now, I realize there are certain types of sales that rely on a “T.O.” or Turn Over—where basically the salesperson is required to turn over the customer to a manager to close them. Even in those instances, the manager should ALWAYS make notes and at the end of the day, visit with the salesperson on how they could have improved their performance.
If that is not happening, you’re company is not using salespeople. They are using demonstrators and then hammering the customer to buy. Otherwise, they should want the salesperson to develop as much ability to close the sale themselves.
If you are in an industry where the manager has a price that only he can offer, please, please, please read this: NEVER get into the habit of acting like his price cut (or better terms or whatever) is no big deal. Do not treat it nonchalantly with the customer. In fact, you should be STUNNED that he has the ability to make them such an offer! This is news to you.
Is this dishonest? Not in my book. It is salesmanship and being professional about it. What is dishonest is coming off to the customer as, “yeah, I knew he was gonna drop the price—it’s no biggie.” That’s dishonest AND unprofessional.
The next time some of the “grey beards” are standing around wondering why the new guy is outselling them, maybe they should look at how much he gets the manager involved. And, maybe they should quit standing around so much–maybe they’d close more sales, too.