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    3 Replies Latest reply on Jan 22, 2010 2:53 AM by Mongoose

    The New Salesman

    LaComunidad Newbie
      Here is a little story about "Sales" I wanted to share with the network:

      A young guy from Missouri moves to Florida and goes to a big "everything-under-one-roof" department store looking for a job.

      The manager asks if he has any experience, and the kid says "Yeah, I was a salesman back home in Missouri."

      Well, the boss liked the kid so he gave him the job. "You start tomorrow. I'll come down after we close and see how you did."

      His first day on the job was rough, but he got through it. After the store was locked up, the boss came down, "How many sales did you make today?"

      The kid says, "One." The boss says, "Just one?!! Our sales people average 20 to 30 sales a day! How much was the sale for?

      The kid says " $101,237.64"

      The astounded boss says, "What the heck did you sell?"

      The kid says, "First I sold him a small fish hook, then I sold him a medium fish hook, then I sold him a larger fish hook. Then I sold him a new fishing rod, then I asked him where he was going fishing and he said down at the coast, so I told him he was gonna need a boat. So we went down to the boat department and I sold him that twin engine Chris Craft.

      Then he didn't think his Honda Civic would pull it, so I took him down to the automotive department and sold him that 4x4 Expedition."

      The boss said, "A guy came in here to buy a fish hook and you sold him a BOAT AND A TRUCK??"
      The kid says, "No, he came in here to buy a box of aspirin for his wife and I said, 'Well, your weekend's shot, you might as well go fishing.' "

      When I first read the story above I laughed, then I pondered the meaning behind it. What did you take away from the story? Would you have sold the aspirin, the fishing pole, or the boat?

      Maria Smith-Alvira
        • Re: The New Salesman
          dpeterson Wayfarer
          Here's another take on that story. Retail salespeople typically give the customers what they initially say they want. They may help them decide between a blue one or a black one, large or small, and may even add their favorite add-on to the order (if the manager is lucky).

          When I train store employees or my own sales representatives I focus on "what happens if you don't sell the customer everything they need?" As an example if someone buys a gallon of paint and a paint roller - just imagine how mad they will be when they get all the way home and remeber that you didn't sell them a paint brush. I bet they will come back to the store, mad as heck and say "YOU sold me a roller but you forgot to sell me a brush."

          My take on the story is to keep the conversation going until you know exactly what the customer needs.

          David Peterson - President
          Atlanta Sales and Consulting

          • Re: The New Salesman

            One of the most underutilized tools by salespeople is the question, "Why?"

            Having an inquisitive nature to solve a problem for a customer separates the pros from the order takers.

            I believe your story is an excellent example of that. Thanks for sharing.

            All the Best,

            Doug Dolan
            The Solopreneur's Guide
            • Re: The New Salesman
              It's all about upsell. "Do you want fries with that?" works in any industry.