Biz Humor …
by John Ingrisano
The sales professional makes the difference when it comes to both making the sale and maximizing the sale. This is perhaps best illustrated in an anecdote told by an associate years ago. When asked, “What’s a salesperson?” he replied:
“Let me tell you what a salesperson is. A fellow walked into a department store and asked for a sales job. Since the applicant had no previous sales experience, the manager was naturally leery. But having a soft heart, he said, ‘I’ll give you one day to prove yourself. You can start right away in sporting goods.’
“Later in the day, the sales manager dropped by to see how his new salesman was doing and found him talking to a customer. ‘You’ve made a good selection. This is a terrific fishing rod, the best we carry. But you know, the really big fish aren’t by the shore. You have to get out into the middle of the lake. What you need is a boat.’
“The customer hesitated for a moment, but finally agreed. The salesman went on. ‘Of course, by the time you row out to where the really big fish are biting, you’ll be too exhausted to enjoy yourself. Fortunately, we have a motor that’s just right for that boat. And you won’t find it for a better price anywhere in town.’ The customer couldn’t turn down a deal like that, so he bought the motor, too. ‘Now, that should just about do it,’ the salesman concluded, and then hesitated. ‘How are you going to get that boat to the lake?” he asked. The customer didn’t know, and it wasn’t long before the new salesman had sold him a trailer.
“When the customer left, the sales manager came rushing over. ‘You’re terrific! You just made the single biggest sale in the history of our store! And just think, all because the customer came in to buy a fishing pole.’
“The new salesman looked at the sales manager and said, ‘He didn’t come in to buy a fishing pole. He wandered in, and we started chatting. When he mentioned that his wife was in the next department buying shoes because she was going to her sister’s for the weekend, I told him it sounded like a dull couple of days for him and asked if he’d ever thought of taking up fishing.’ Now that’s a salesman!”
So work hard, make money, have fun … and sell like you mean it.