Ernest Lehti

Trailblazer
DISC Type : ID

Independent Business Development Manager Janitorial Sales at THE SALES MD

Cochrane, Alberta, Canada

Overview

Ernest is a seasoned sales professional with 30 years of experience, specializing in relationship-based, consultative selling. Described by peers as a "sales prodigy" and "over achiever, " he has a deep passion for the craft, demonstrated by his personal library of over 400 sales books. His background includes studies in Rehabilitation Services at Mount Royal College.

He values deep personal connections, forming friendships where he discusses sales, life, and family. Ernest identifies as "old school, " believing that while technology is a useful tool, traditional principles remain core to success. His children support his passion, even gifting him sales books for his birthday, reflecting a close family bond.

He is an avid reader of sales books and has a personal library containing over 400 titles.

Personality Overview

Achievement-Oriented

Informal

Values Relationships

They will fight for you if they come to believe in you.  They are more likely to accept new and exciting technologies. They prefer to ensure that they are in control of the situation.

Topics They Care About

Relationship Selling
His 30-year career is founded on a mentor's advice about building relationships, a philosophy he still follows and values.
Sales Literature
An avid reader who owns a personal library of over 400 sales books and enjoys discussing them with authors and peers.
Janitorial Industry
Possesses significant experience in janitorial sales, having held multiple roles as an account manager and business development manager in this sector.

Media Appearances

Janitorial Sales: More Marathon Than Sprint. Featured in YouTube (The Sales MD)

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How to Get Janitorial Contracts with Cold Calling, Email & Door-to-Door Sales | Ep 185. Featured in YouTube (The Sales MD)

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The 10,000 Sales Calls Podcast #2: Aspire Janitorial Business Software | Part 1 - The Interview. Featured in YouTube (The Sales MD)

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Work History

7-2023
Independent Business Development Manager Janitorial Sales at THE SALES MD
7-2022 - 5-2023
Outside Sales Representative at Little Big Recycling and Green and Gold Cleaning - Calgary, AB
7-2020 - 6-2022
Account Manager at ServiceMaster Clean of Calgary Janitorial
3-2014 - 6-2020
Independent Business Development Manager Janitorial Sales at Independent Sales Consultant Contract Work
2-2013 - 1-2014
Calgary Sales Manager at Arctic Chiller

Education

Rehabilitation Services from Mount Royal College

More Information

Social Presence :

Prographics :

Exp : 19 Location : Cochrane, Alberta, Canada Job Level : Middle Designation : Independent Business Development Manager Janitorial Sales at THE SALES MD
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Insights For Selling To Ernest

During A Call Or A Meeting

DO's

  • Build a trustworthy relationship while keeping the product center-stage
  • Use phrases like ‘your decision will’, ‘you will impact’ etc.
  • Help them visualize the impact of their decision

DONT's

  • Don’t force involvement of other stakeholders unless it is critical
  • Don’t hesitate from asking questions or pushing them, but take a friendly approach
  • Do not look like someone who doesn’t know what they are talking about

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Ernest is

  • Relationship and product conviction matter equally, followed by a sense of achievement.
  • Will you ever get a clear answer from Ernest

  • If they are not convinced, they will say no though in a friendly way.

Insights For Deal Planning

    How fast (or slow) will Ernest move?

  • They can reach decisions quickly if they develop trust and confidence in the product.
  • Can Ernest take some risk or not?

  • If necessary, they will be ready to take risks.

You And Ernest

Personality Compatibility


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