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Podcast: How to Sell

February 16, 2012

International Sales Manager Joe Gonzalez goes over the characteristics of good and bad salesmen and shares what he's learned in 30 years of selling oil.

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Thanks for listening.

The following are small excerpts from the this episode of Tribology Talk: The Science of Lubrication. To listen to the full podcast, you can download from iTunes or listen from your mobile device.

Host: Kyle Carter, Communications Director

Guest: Joe Gonzalez, International Sales Manager

What are some characteristics of a bad salesman? 

They tend to have a negative attitude, low level of confidence, low sefl-esteem and limited product knowledge. Maybe they’re not a people person and they don’t shake enough hands. Low level of curiosity – that’s a big one. You have to have some interest in what other people do and how they make things. Finally, and most importantly, they have a lack of respect of time. We only have around 220 days to sell a year when you take off weekends and vacation. That’s not a lot of time to sell.

What are some characteristics of an effective salesman?

Just the opposite really. They have a great attitude, are self motivated, high level of self confidence and self esteem. They basically like themselves when they look in the mirror. They like to investigate and ask questions and people like to share their knowledge with them. They respect time and have a sense of urgency.

Do you have a favorite mantra or a slogan when it comes to selling?

“It’s Show time.” When you’re in front of that customer and you’re getting out of your car and going to meet that customer in the lobby or wherever, it’s show time. Turn off the iPhone, forget about the problems with the dog at the vet or the wife and kids in school, and focus entirely on that person in front of you so you can do a better job.


ISO 9001

Summit first received its ISO 9001 certification in January of 1996, demonstrating a commitment to quality assurance and performance monitoring. ISO 9001 certification is an international quality standard that addresses a comprehensive list of business elements, including management responsibility, order processing, purchasing, process control, traceability, handling of non-conforming product, and internal auditing. Our present ISO 9001 certification is proof of our continuing quality commitment to our customers.


ISO 14001

Summit is committed to protecting the environment, the health and safety of our employees, customers and communities where we work and live. We recognize that through integrating sound environmental health, and safety management practices into all aspects of our business ... we can offer innovative products and services while conserving and enhancing resources for future generations.


NSF ISO 21469

ISO 21469 specifies hygiene requirements for the formulation, manufacture, use and handling of lubricants, which may come into contact with products during manufacturing or processing. The international standard applies to lubricants intended for use in food production, as well as cosmetic, pharmaceutical and animal feed industries. NSF ISO 21469 Certification by an independent, third party provides Summit with a means to obtain international acceptance for their products. 

You can see a list of Summit’s ISO 21469 certified products by clicking here.