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Archive for the ‘Selling’ Category

Golden Partnership

When two parties can work well together and help each other accomplish what neither one can do by themselves and when they can do that in a way that elevates work above the ordinary and gives it more meaning, that is what I have begun to call “golden partnership”.

Here are a few examples from recent experience. (more…)

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One client, a consulting firm, faces several challenges.  They are in a high growth market and they are eager to win market share, so they are hiring consultants to prepare for the work demand.  They need to manage internal operations more thoroughly while systematically developing their talent within.  Where do you start? (more…)

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How do you make the unruly world of sales more manageable?  One way is to align your salesforce on a generally agreed-on sales process and then train them on it and coach them to success.

Key to such an approach are the sales managers: getting them to support this approach and then giving them the tools and training and support to make it successful. (more…)

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Selling effectively with ease

Today I saw a great example of someone who at peace and very effective in his selling.  It started with a visit to the Taos Pueblo in northern New Mexico on New Year’s Day. 

Walking among the snow and slush and enjoying the crisp, clear day, my family and I were there to witness the once a year Turtle Dance.  After waiting a while with no dance in progress, my wife saw a small adobe building with an open sign, so we went to check it out.  Inside they were selling crafts and what appeared to be souvenirs.  There were many people in this front room and a welcoming fire in the corner. 

Farther back in another room there were large handmade drums.  Not a typical tourist souvenir, but the product of obvious craftsmanship.  Still further back in a an obscure back room was a man seated at a table making hand-crafted silver jewelry.  Two dogs rested on the dirt floor, and two narrow skylights let in natural light from above.  Jerry was deftly making silver necklaces and in an easy manner explained what he was doing and what made it unique. 

After noting all of this we thought of leaving but were drawn to stay and watch and learn a little more.  Jerry obliged by describing what he was doing but wasn’t too talkative.  As soon as he finished the necklace and put it on a black velvet drop, someone bought it and took it away.

Jerry obviously worked for the love of it and every time someone new peeked in the doorway, he would casually invite them in and share a line or two about what he was doing.  There was no “come on”, no sales pitch and no great effort expended to persuade.  This artisan was clearly doing something he enjoyed and he was comfortable sharing it with people without juding their interest level.

Jerry taught me a lot about selling, not by his technique but by his ease, purposefulness and his lack of striving.  Of course I bought the next necklace he made, leaving him without any wares to display and soon he was on to the next piece even before we left.  Jerry’s sister from the front room twice came in to change money with him, and in the conversation it was clear that Jerry could easily make and sell 15 necklaces a day.  He showed care in selecting pendants, materials and making things with heart, and his craft was attractive to people.  He was not stuck with a lot of unsold merchandise.  In fact, it was amazing to think he was this successful working in an obscure back room. 

Who would have thought that on this holiday I would find such a great living example of someone who was so comfortable with sharing his craft and selling it with ease.  Thanks Jerry-may your spirit soar.

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