A rich Dutch merchant was seeking to buy a certain
diamond to add to his collection. A famous dealer in New
York found such a stone and called him to come and see it.
The merchant flew immediately to New York, where the
dealer had assigned his best diamond expert to close the
transaction. The diamond expert described the stone's
worth and beauty in perfect technical detail, but after the
pitch, the Dutchman decided not to buy it.
Before he left, the owner of the store stepped forward and
asked, "Do you mind if I show you that stone once more?"
The merchant agreed.
The store owner did not repeat one thing that his expert
salesman had said. He simply took the stone in his hand,
stared at it, and described the beauty of the stone in a way
that revealed why this stone stood out from all the others he
had seen in his life. The customer bought it immediately.
Putting his new purchase into his breast pocket, the
merchant said to the owner, "Sir, I wonder why you were
able to sell me this stone when your salesman could not?"
The owner replied, "That salesman is the best in the
business. He knows more about diamonds than anyone,
including myself, and I pay him a large salary for his
knowledge and expertise. But I would gladly pay him twice
as much if he had what I have. You see, he knows
diamonds, but I love them."
If you are in sales, remember this: people can smell a fake
a mile away. And the sad thing about this is that many of
the people in sales are indeed just faking it. They talk about
the benefits of the products and its features using
superlative descriptions, but their hearts are far from the
product. Their only desire is to close a deal and to conquer
another client. If you are like this, then you are no good for
sales. You may be intelligent, you may be skilled, you may
be articulate and smart and good-looking, too, but unless
you take the time to love the product you are selling, to sell
it honestly as you know it, then you will never be an
effective salesperson.
Many of the successful salespeople I know are people who
take pride in their product and are willing to defend its
integrity. They love the product they are selling. This gives
them the added advantage that you cannot find in
professional salesmen whose objective is just to get that
precious order. Friends, loving your work, loving your
product, is essential in achieving true success in your field
diamond to add to his collection. A famous dealer in New
York found such a stone and called him to come and see it.
The merchant flew immediately to New York, where the
dealer had assigned his best diamond expert to close the
transaction. The diamond expert described the stone's
worth and beauty in perfect technical detail, but after the
pitch, the Dutchman decided not to buy it.
Before he left, the owner of the store stepped forward and
asked, "Do you mind if I show you that stone once more?"
The merchant agreed.
The store owner did not repeat one thing that his expert
salesman had said. He simply took the stone in his hand,
stared at it, and described the beauty of the stone in a way
that revealed why this stone stood out from all the others he
had seen in his life. The customer bought it immediately.
Putting his new purchase into his breast pocket, the
merchant said to the owner, "Sir, I wonder why you were
able to sell me this stone when your salesman could not?"
The owner replied, "That salesman is the best in the
business. He knows more about diamonds than anyone,
including myself, and I pay him a large salary for his
knowledge and expertise. But I would gladly pay him twice
as much if he had what I have. You see, he knows
diamonds, but I love them."
If you are in sales, remember this: people can smell a fake
a mile away. And the sad thing about this is that many of
the people in sales are indeed just faking it. They talk about
the benefits of the products and its features using
superlative descriptions, but their hearts are far from the
product. Their only desire is to close a deal and to conquer
another client. If you are like this, then you are no good for
sales. You may be intelligent, you may be skilled, you may
be articulate and smart and good-looking, too, but unless
you take the time to love the product you are selling, to sell
it honestly as you know it, then you will never be an
effective salesperson.
Many of the successful salespeople I know are people who
take pride in their product and are willing to defend its
integrity. They love the product they are selling. This gives
them the added advantage that you cannot find in
professional salesmen whose objective is just to get that
precious order. Friends, loving your work, loving your
product, is essential in achieving true success in your field
Tags:short story, inspirational story, francis j kong, how to succeed in sales, sales
0 comments:
Post a Comment