Paul got a job with a large chain of guitar stores. He had never worked in a retail organization 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?" mom said, "The key is that you have to love those people you are selling. Never count the commission in your mind. Do what is best for them if they are just buying some strings or an expensive guitar." Mom 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. And his salary reflected it. (One of his buddies tipped him off that the management was so surprised that they started to watch him carefully to make sure he was not giving merchandise away) In six months, he was one of the top ten salesman in the entire chain out of 400 around the country.
This 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."
An example of how over-enthusiastic companies and individuals can put profits before people (mail I received from a friend and agrieved mother) and bring disaster to themselves. A 'Captured Clientelle' or Economy has never done any Country, Company or Individual any good!
Hey Mercutio, how are you today? My son who sells on xxxxx says that xxxxx is causing much irritation to it's merchants. They are ready to rebel. But, they think there is no other service with the infrastructure of xxxxx. Ever since xxxxx bought xxxxx, they have been forcing the merchants to use 'only xxxxx'. Their rules is forcing the merchants into a narrower market. Everybody does not use xxxxx. And the people who have other exchange methods are put off by the exclusion....
I must add that every new idea, every great idea, when it first began was in a minority of one. Bertrand Russell once said: 'Every great idea starts out as blasphemy'. That man Jesus Christ - minority of one. Everybody was saying something different from what he was saying.
If you are like me and proud of your individual identity, then ask yourself (like I do evry-so-often) 'Am I prepared to invest myself into what I believe will succeed'? Follow your Heart!
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