From Installation to Sales: A Machine Enthusiast's Commitment to 'Long-term Relationships'

I am a sales representative for office automation (OA) equipment, such as copiers, computers, servers for data storage, internet lines, and telephones. In essence, I deal with all types of OA and office equipment that companies might have.

Often, companies receive sales calls, and similarly, we make calls based on phone directories or conduct cold calling, where we visit companies unannounced to introduce ourselves with business cards and flyers. Most of the time, we are either not listened to or rejected, but we keep trying, and sometimes this leads to discussions and sales. Both methods are quite direct, and rejection is common, making it a courageous approach.

Previously, I worked in the same industry, installing copiers, Wi-Fi, and internet lines. For about six years, I traveled to customers' sites to install equipment sold by retailers. It was rewarding to see customers' immediate satisfaction, and I enjoyed interacting with them. However, since my role was installation-focused, I rarely saw the same customers again after the installation was complete. I thought that by switching to sales, I could offer usage suggestions and build long-term relationships with customers. When my current company had an opening, I saw it as an opportunity and joined.

Initially, I was open to various options, but when I considered sales, I remembered my previous installation experience and knew sales would be challenging. Despite my love for the machinery, I wondered if I could handle sales. However, my passion for the work led me to think, 'It's tough, but I can manage.' Having been in the industry long enough, I was familiar with both the good and bad aspects, and despite the challenges, I saw it as a great opportunity and took the plunge.

As a first-time salesperson, I was confused. Previously, installations were pre-approved, and customers were excited about new equipment. But as a salesperson, customers initially react with suspicion, thinking, 'Oh, a salesperson is here to sell me something.' This 180-degree change in customer response was initially challenging and the most difficult part.

It might seem like closing deals, but it's actually the contract documents. Honestly, once a customer agrees to a deal, they rarely back out, so that's not an issue. However, contract documents for high-value equipment are extremely detailed. For example, if a company's name is written incorrectly or if furigana (phonetic guides) are missing, it can invalidate the contract. This requires redoing the document, which can delay deliveries and affect our quarterly targets. Therefore, contract documents are surprisingly the most critical and nerve-wracking part of the job.

Once, I forgot to get a signature on a contract. It happened early in my career. My supervisor had to drive over an hour to get the missing signature, which was a bitter memory for me.

The most joyful moments are when we solve a customer's problem with our equipment or services, and they express how much it has improved their efficiency. Of course, securing high-value deals or winning back previous customers is also gratifying, but seeing the direct impact of my work on a customer's satisfaction is the most rewarding.

Mentally, it's tough when I struggle to secure meetings or when I fall short of my quarterly sales targets. These situations are mentally draining.

Physically, it's demanding to spend all day making calls from the office or visiting companies unannounced. Constantly moving from one company to another or making non-stop calls takes a toll on your energy. Surprisingly, many find cold calling less tiring than tele-appointments because, apart from breaks and restroom visits, tele-appointments require you to be seated, holding a receiver, and continuously talking, which is quite exhausting.

I love my job, and being in my second year of sales, I still feel I need to improve my sales skills and product/contract knowledge. This often leads me to read sales books or catalogs on weekends. I hope to achieve a better work-life balance in the future. It's not something the company enforces; it's something I'm working on myself. I feel I haven't quite reached the balance that others have.

Yes, I do. My first job was also in the OA sector, so I've always been fond of machinery. I enjoy staying in the same industry. In fact, I'm often teased at work for being the only one with such a passion. Since our company doesn't handle all types of equipment, I often browse catalogs of other products in my free time.

My father was fond of electronic gadgets. I grew up with a Windows 98 computer, and by the time I started elementary school, we had a Windows XP desktop. I used to explore Yahoo! Kids and other sites, which piqued my interest and gradually led to my passion for machines.

Whether it's with my current company or another, I envision myself still in OA equipment sales. Ideally, I'd like to be the top salesperson within the company, or even better, a renowned salesperson in the region. I want to be the salesperson whose name alone makes an impression.

Given the diverse range of products we handle, memorizing them all can be initially daunting, but it's essential to start somewhere. Patience in learning and perseverance in facing rejections, even from top salespeople, are crucial. About 99% of our approaches are met with rejection. These two qualities—patience in learning and perseverance in the face of rejections—are vital. The products we sell are high-value and infrequently purchased, making sales challenging. The industry has a high turnover rate, but overcoming these challenges leads to building trust with customers and directly assisting various industries. It's a unique job that offers diverse interactions, making it both challenging and incredibly rewarding. I encourage anyone interested to give it their best shot.