Like a marathon
The task of building new sales is hard
While the reselling of existing clients
Comes as easy as the winter melt.
Better to build relationships that last,
Making money like the bee
Who does not hurt the flower
But pollinates the whole garden.
If the buyer is difficult,
don’t cast away the opportunity.
Awaken them with your demonstration,
Elevate them with your clarity.
Repay their rudeness with patience.
Don’t lose the opportunity,
Gain their trust.
Not-knowing is true knowledge.
Presuming to know is a fools errand.
First realize that you don’t know
then you can move towards understanding.
Open your ears.
Awake to needs of the buyer.
Water is soft to touch
Yet can overcome the hardest of granite
Relaxed and authentic
A cold call can thaw the coldest of gate keepers.
Not pushing, not bullying, not rushing the moment.
A genuine desire to help and befriend
Opens doors to opportunities.
Like water that seeks it’s own level,
people seek comfort.
The master seller knows there is no learning in comfort.
They leave each morning
Knowing the axe is sharpened with the rough stone.
Some buyers can be served, some not
When hunting, most leads end in No
While others wither at rejection
The Master Seller smiles with each No
The more No’s the more Yes’s
Seek the No
to find the Yes
When I first learned to ride a bicycle, I fell down a lot. The same thing happened when I started sales. I recall when I got my first three orders: get out, stay out and don’t come back. I was so proud. To stop falling down I reflected on the Taoist notions of balance and applied them to the world of business. As I’ve matured I’ve found sales to be a constant balancing act.
I started this blog to share a bit about the yin and yang of the business deal, on how to control the sale, by not controlling it. I’ve collected some of these thoughts in a eBook that I share freely. Take a moment each day to read one page, and look for ways to apply.
A new year is upon us and I’ve taken up the challenge to post weekly to this blog. Please use this forum to generate conversations on the mastery of selling. I urge you to comment and share on these posts, both positive and especially negative. I’m not afraid of falling down. For the Master Seller listens before talking, sells without effort, shares without preaching, demonstrates without closing.
Never assuming the sale, the Master never loses one.
Happy New Year!