Ollie Sandlin is legendary in our town.
The retired banker was a senior vice president in the Commercial Development Division of SouthTrust Bank (now called Wells Fargo.) His responsibilities included calling on business customers and properties and providing them with the banking tools to prosper and grow.
Ollie worked hard, and his customers’ businesses thrived with his help. He joined SouthTrust (then Birmingham Trust National Bank) in 1953 and worked there more than 50 years. His accomplishments included awards for Salesman of the Year, Most New Business and Most Calls.
I recently sat down with Ollie to talk about the secrets of his success. The more he shared, the more I realized that the fundamentals have always mattered—and continue to matter—when it comes to selling.
Ollie on Selling
· You need to have a good ear for recognizing business leads.
· Always be alert to new prospects.
· Don’t be shy about telling your friends who you work for and ask for referrals.
· Ask current customers for referrals, too.
· Do more than is expected of you.
· Take advantage of any opportunities to advance your education and skills.
· Be ethical … all the time.
Ollie also told me: “The harder you work, the luckier you get.”
That’s a fundamental truth.
Next time, I’ll talk about how a salesperson’s approach to the selling fundamentals has changed over the years.