My son Paul got a job with a large chain of guitar stores.
He had never worked in retail before. The pay was based on a small salary plus commission.
They put him through an extensive sales training. It was the usual stuff on how to approach a customer, present the product and mostly of course, close the deal and make the sale.
It was almost like a car dealer’s pitch, “Do you want the red car or the white?”
He wasn’t doing well. To make matters worse, they had an embarrassing gimmick.
A photographer was based in the parking lot and instructed to take a picture of every customer who exited without a package.
These photos were posted on what they called “The Be Back” board in the employees lounge.
Many of the “I’ll be back” customers were his.
Paul dropped by for coffee one morning.
He said, “Mom, you used to be a sales trainer. What am I doing wrong? What’s the key?”
“The key is that you have to love those people you are selling. Never count the commission. Do what is best for them if they are just buying some strings or an expensive guitar.”
I went on –“I believe that 99% of communication is mental. People sense if you are coming to them with a loving attitude or as a desperate salesman looking to close them.”
He said he’d try it.
His sales started coming in. Then they really escalated. He became the top salesman in the store.
(One of his buddies tipped him off that the management was so surprised that they started to watch him to make sure he was not giving merchandise away)
In six months, he was one of the top ten salesmen in the entire chain out of many around the country.
The company gives an extravagant party once a year to honor their top ten salespeople. Limos, deluxe hotel, elegant dinner - the works. Paul was of course included.
After the dinner, the president of the company approached him.
He said, “Paul, how did you do this? You came up out of nowhere.”
Paul answered, “I don’t want to tell you. You won’t believe me.”
“Of course I’ll believe you. Tell me.”
Paul gulped. “I started loving the people who come in.”
The big boss replied,
“Okay Paul, now tell me how you REALLY did it.”
ARE YOU LOVING YOUR CUSTOMERS?
WILL YOU?
This is an excerpt from my E-book
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{ 13 comments… read them below or add one }
Twitter: makegirlfriends
September 11, 2011 at 6:29 am
My BFF – I love that you gave this most precious advice to your son for it shows that YOU were an incredible sales person. I love this part of this post:
The key is that you have to love those people you are selling. Never count the commission. Do what is best for them if they are just buying some strings or an expensive guitar.”
I have been in sales for over 15 years and people think that I’m totally nuts when I tell them that I have no clue what I’m making on each sale. I don’t count my commission and I always do what is best for them and their budget. I treat the ones that spend $1000 just as well as the ones that spend $100,000!
Going the extra mile and listening to what they have to say and loving what you do.
You gave your son Paul great advice not only for selling but for life in general!
Living in the possibilities of life my BFF,
Nancy
Nancy Shields recently posted..TAKE GOOD CARE OF HER
What a great story. I guess it is true that we not only have to have total self confidence in ourselves, but in others too especially when we are in a sales situation. The customer knows what is best for them – maybe it is just our job to get that answer out of them. They know how much money is in their pocket and they know why they walked in the door. We have to get them to tell us.
Nicole~
Nicole Rushin recently posted..Exit Siloam and the Small Towns of Change
Twitter: miraclady
September 12, 2011 at 7:05 am
Dear Nicole -
Time is a precious thing to give. Even if they are not looking for an expensive item.
I have always been superstitious about counting commissions.
Not until the deal was signed and sealed.
Twitter: happmakernowco
September 12, 2011 at 8:10 am
Great advice Corinne. He is lucky to have a mother like you. this is very true, love the people.
When I was a single parent, supporting my family as a Mary Kay consultant I found that if I had a show and was thinking about the money I was going to make, I fell on my face. But if I though about how good these ladies would feel and yes, loved them the show turned out great.
Sales is all about giving and not receiving. Blessing to you Corinne and I am really proud of your son for knowing how to share is problem with. Smart kid there.
Debbie
Twitter: miraclady
September 12, 2011 at 2:11 pm
Dear Debbie -
I am very lucky. After they are now all grown up and doing well, my guys still ask my opinion.
How nice is that?
I can tune in with your Mary Kay story. When I was just out of college, I sold Avon.
The key was that we women just want to look good. I found that sometimes they wanted the full overhaul and some just wanted a lipstick.
Whatever was needed, I sold them.
And I was pretty successful at it. I got referrals.
I mentioned in one of these comments, I have always been leery about counting the money in advance.
It just ruined my attitude.
Nobody likes to be high pressured. Or buy what they won’t use and enjoy.
They won’t come back.
I bet you were great at Mary Kay.
Twitter: happymakernowco
September 14, 2011 at 2:57 pm
I have to admit Corinne, I was pretty darn good at it. One thing that helped me thought many bunches, is I loved the product. It did wonders for me. I did have a lady one time that kept giving me a bad time (you the heckler) and I finally told her that if she want to grow old and look like a prune that was ok with me. She ended up buy a bundle.
I did support the 3 girls for about 10 years doing it. I just got tired of putting it on ladies faces. Now I stay in it just for the product for myself and the girls.
I agree the high pressure just isn’t the way to sale and I won’t sell anything that I don’t believe in.
Women do like to look good and it makes up feel better too!
Debbie recently posted..What 9/11 Can Teach Us About Relationships and Happiness!
Great advice! love the people! I know I will buy from someone who loves me just because I’d feel he wants the best for me…so simple!
Larissa recently posted..Hair removal methods
Twitter: miraclady
September 13, 2011 at 11:56 am
Dear Larissa -
Wasn’t that a great Beatles song?
ALL YOU NEED IS LOVE.
It is true in all areas of life.
it’s so true! it happened to me also! i started to feel the people that are coming to my store, to like them, to understand them – and the change was shown!
sapir recently posted..Diet for Life
Twitter: miraclady
September 13, 2011 at 11:49 am
Dear Sapir -
See? We all know how to do it. This is just a reminder to myself and you.
Twitter: miraclady
September 13, 2011 at 11:51 am
Dear Matthew -
That was the old training in sales. GET THE ORDER.
I think a lot of people are getting the message now. To be welcoming.
I notice that many stores in Chicago have a greeter at the door to say hello. Is it happening where you are too?
great real sales story. thank you for give me those sales experience. i will try it on my business. can you suggest me about how to inspire customer- pricing factor about product value?
steve recently posted..The Obvious Connection Between Hives and Stress
Twitter: http://www.limohirebrisbanecity.com.au
December 2, 2011 at 6:06 am
A story of person who didn’t give up. Anyone can sell but only few cares for their customers.
Limo Hire Brisbane recently posted..Use Brisbane Limo Hire For A Spectacular Spring Wedding