A GREAT SALESMAN
So I'm walking into Kroger tonight to buy some groceries and as I approach the front door I see this salesman waiting to strike as I enter the store. He's looking me right in the eyes the entire time I'm approaching the door and then as I step up on the sidewalk he makes his move.
Now being in sales is a tough business. I know. It's what I do everyday of my life. Every salesman, if he's worth anything has a strategy when approaching a potential customer. In the old days sales was all about relationships. The other guy may be selling his product for a lower price but if you found a way to become friends with your customers and if you earned their trust then you would usually win the sale. That still exists in a lot of arenas today but most customers are very price conscious these days and the good ole boy sales methods don't always cut it, unless you're really good. So now we don't sell products, we sell solutions. We help the customer find a pain, or problem in their life and then present a solution to fix that pain. Strategy people. That's all it is. Going in with a plan. Plan your work and work your plan. That's what they say in all those boring sales meetings at least.
So back to Kroger. This was not the first salesperson I've met outside of Kroger that used this strategy. And I have to admit that in the past I've fallen prey to the tactics this type of salesperson uses. So I walk up and am met by an 8 year old kid in his cub scout uniform. He had glasses, freckles and a broken arm in a cast. He walkes up and says, "excuse me sir, would you like to buy a coupon card to help my cub scout group?" I saw him coming and was able to prepare a quick no thank you followed by an immediate walk off. Otherwise he would have had me. I mean how do you say no to something like this. On top of that his dad was standing right there with him. I smiled as I declined his offer in an attempt to look like less of a jerk than I already did for turning down the chance to help an 8 year old and his scout troup.
I tell you what ... those boy scouts and girl scouts drive a hard bargain with their coupon books and cookies. You're damned if you do and damned if you don't so you have to figure that at least you'll have some delicious thin mints or a buy one get one free coupon to Arby's. I just wish I could take that 8 year old into my appointments tomorrow. I guarantee you that kid would walk out of at least one with a signed order for a top of the line copier.
So to all you sales professionals out there ... continue to work hard and work smart. But I promise you that you'll never be a match for the 8 year old boy scout standing outside of Kroger.
Now being in sales is a tough business. I know. It's what I do everyday of my life. Every salesman, if he's worth anything has a strategy when approaching a potential customer. In the old days sales was all about relationships. The other guy may be selling his product for a lower price but if you found a way to become friends with your customers and if you earned their trust then you would usually win the sale. That still exists in a lot of arenas today but most customers are very price conscious these days and the good ole boy sales methods don't always cut it, unless you're really good. So now we don't sell products, we sell solutions. We help the customer find a pain, or problem in their life and then present a solution to fix that pain. Strategy people. That's all it is. Going in with a plan. Plan your work and work your plan. That's what they say in all those boring sales meetings at least.
So back to Kroger. This was not the first salesperson I've met outside of Kroger that used this strategy. And I have to admit that in the past I've fallen prey to the tactics this type of salesperson uses. So I walk up and am met by an 8 year old kid in his cub scout uniform. He had glasses, freckles and a broken arm in a cast. He walkes up and says, "excuse me sir, would you like to buy a coupon card to help my cub scout group?" I saw him coming and was able to prepare a quick no thank you followed by an immediate walk off. Otherwise he would have had me. I mean how do you say no to something like this. On top of that his dad was standing right there with him. I smiled as I declined his offer in an attempt to look like less of a jerk than I already did for turning down the chance to help an 8 year old and his scout troup.
I tell you what ... those boy scouts and girl scouts drive a hard bargain with their coupon books and cookies. You're damned if you do and damned if you don't so you have to figure that at least you'll have some delicious thin mints or a buy one get one free coupon to Arby's. I just wish I could take that 8 year old into my appointments tomorrow. I guarantee you that kid would walk out of at least one with a signed order for a top of the line copier.
So to all you sales professionals out there ... continue to work hard and work smart. But I promise you that you'll never be a match for the 8 year old boy scout standing outside of Kroger.
posted by Craig at 8:36 PM
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