Lin White, associate sales director of building developer giant Dandara on the Isle of Man, tells Salestarget about prices, property and personal development.
1.What was the first thing you sold?
Toffee apples for the school building fund.
2. Did you intend to go into sales when you started your career?
No, I tried nursing before realising that it wasn't for me.
3. What's the single most important quality you need to succeed as a salesman?
A positive nature.
4. What is the one thing you would love to sell?
The junk in my attic.
5. What is the last thing you'd want to sell?
My comfy bed.
6. What's the best piece of advice you've ever received?
Sleep on an important problem.
7. What advice would you give to someone following in your footsteps?
Every day is a fresh start.
8. What did you buy with your first bonus?
A china ornament for my Mum.
9. Who do you most admire in your industry?
My boss, Seamus Nugent.
10. How would you sell ice to an Eskimo?
Tell him with global warming that it’s going to be in short supply.
11. How important is image for a salesperson?
Exceptionally important, but not as important as imagination.
12. What is the single most important skill you need to close a sale?
Timing.
13. Has anything ever gone wrong that, in hindsight, has worked out well for you?
One of the reasons I moved to the Isle of Man in 2001 was because I needed a change of direction in my life and career. I had no intention of going back into property development after being involved for 19 years; however, within weeks of arriving I accepted a post with Dandara and it has been the best career move I have made.
14. What's been your biggest success?
Happily succeeding in a male dominated business.
15. If you were to pack up your desk and leave today, what would you like to be known for?
Having made a difference for the better.
16. How have sales changed from when you started out?
The prices have gone up.
17. What are the current challenges facing your industry?
Public confidence in personal financial security and availability of finance from the banks.
18. How has the digital age changed sales?
Speed in making deals work. When I started selling in 1982 no one had a mobile phone that could easily be lifted off the floor.
19. What will never change?
Spending more than we should.
20. Who is the best salesman ever, real or fictional?
My husband, when he thinks he needs a new car.
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