Sales tips for the aspiring rock star!

Monday, September 28, 2009

The Parable Of The Kid In The Candy Store!

Once upon a time a little boy was finishing up his purchase at the local candy store. He turned to the store owner and asked “Mr. Matthews may I please use your phone?” Mr. Matthews smiled at the little boy, who was one of his regulars and handed him his phone. The little boy quickly punched in the phone number and had the following conversation “Mrs. Donavan you don’t know me but I pass your house each day on my way to school. I mow many of the lawns in the neighborhood and was wondering if I could mow yours as well?” Mrs. Donavan politely replied “Oh thank you anyway but we are quite happy with the service we are getting now” Somewhat disappointed, Johnny offered a compelling offer. “That’s fine Mrs. Donavan and what if I were to beat whatever price you are paying by $5.00 per week?” “I’m sorry but we aren’t looking for a lower price” replied Mrs. Donavan. “Well, I suppose I could throw in a once a month trim of the hedges and weeding your garden on top of the $5.00 discount” Mrs. Donavan simply thanked the boy for his kind offer and wished him a good day. The candy store owner having heard this said “Nice try kid. I’m proud of ya for giving it your best shot” The little boy smiled and said “Oh I’m not finished yet. Watch this” He immediately called Mrs Donavan back and said “Mrs Donavan, I’m so sorry for being a pest but what if I were to offer you the $5.00 discount, the weeding of the garden, the trimming of the hedges and I wash your car for you every other week?” “I’m afraid the answer is still no young man. Not if you were to give me the world and charge me next to nothing! I’m quite happy and I have no intention of switching” The little boy smiled and almost seemed moved by her response. With a softened voice he simply said “Now that’s what I like to hear. You don’t have to worry about me calling again.” Mr. Matthews was amazed at how happy the little boy was with what he witnessed to be a rejection. “Young man; I really admire your spirit! That woman must have told you No at least 3 times and yet you are happier than when you first made the call. Keep up that attitude and you will be a great success someday” The little boy’s smile grew bigger and said “Oh I already am a success believe it or not” Somewhat confused Mr. Matthews asked “But how could you possibly know, you are still a child?” “I know because that was my customer and I was simply calling to see how I was doing”

So how are you doing with your customers?

Can your relationships stand the test of persistent sales people, low balling at every intersection? Is it even a relationship or is it merely a series of transactions?

What have you done to make your client look like a rock star to their internal/external customers, their team their boss?

Silly, warm and fuzzy question coming atcha in 3,2, 1 . . .
Do your clients know you love them? Seriously. Do they know, beyond a shadow of a doubt that you are grateful to the point of renaming your children after them? But that’s silly talk isn’t it? Nobody gives a damn whether you and I appreciate them or not, right? That my friends may be common sense but it is in no way, shape or form commonly practiced!If it were, than you and I would be out of a job as sales professionals because there would simply be no new opportunities!

That’s all today is about. Suring up our defenses while we continue to hunt new opportunities. Competitor proofing your business like we talk about in this post and then part II by clicking here

Oh and should you be too busy to see how you are doing, there are plenty of competitors willing to ask the question for you.

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  1. Great parable Paul! Have a great day with the Houston Jedis!

    Neil Wood

  2. Great blog Paul - can I borrow it? Appreciation / Relationship Marketing should be a big part of every Jedi's play book and it's what I teach every day. Thanks for sharing the love!

    Craig Wilson

  3. @Neil: Thanks and you do the same but in Hingham.
    @ Craig: Thanks and feel free to borrow this as you sit fit.

  4. I appreciate your blog, it is on point.

    Best Regards,

  5. Another amazing truth well spoken by the Jedi Master!!

    Thanks for the parable and the awakening!

    Your blog is awesome!!!!

    Jerry Wilson

  6. Another memorable home run! I posted it on Twitter again.
    Pam Wasserman

  7. Another great post...made me smile and think!

  8. Thanks for the kind words all. Just finished up a training session in Houston for the CGX sales force and your comments were the perfect way to end the day!

  9. Sometimes, we just focus on making deals. we don't realize, but we need to check if our customers are really happy with us. This post was amazing, made me think !


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Paul Castain is the Vice President of Sales Development for Consolidated Graphics (CGX) one of North America’s leading general commercial printing companies. Paul has over 25 years of sales and sales leadership experience. He has trained, mentored and coached over 3,000 sales and sales leadership professionals. An accomplished public speaker, Paul has delivered numerous key note addresses. He has authored numerous training manuals, articles, blog posts and is currently working on his first book for release in 2011. Feel free to email Paul This has been a paid announcement by the friends of Paul Castain!

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Paul Castain's Sales Play Book is blog dedicated to strengthening our sales game, supporting rock star development and developing jedi like skills. All that is required is a willingness to learn and a sick sense of humor!

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