Every Job is a Sales Job: How to Use the Art of Selling to Win at Work by Cindy McGovern

Author:Cindy McGovern [Cindy McGovern]
Language: eng
Format: epub
Publisher: McGraw-Hill
Published: 2019-08-20T16:00:00+00:00

I’ve had a couple of similar experiences with nonsalespeople who have sold circles around the official sales reps.

My husband and I just finished remodeling our condo in San Francisco. If you’ve ever done a major renovation at home, you probably know that whatever can go wrong does go wrong.

Let me tell you a few stories.

I got a little bit overwhelmed when it was time to choose the granite for our kitchen countertops. So many choices!

As a result, I got behind on my shopping. The countertop installers were supposed to come in a week, and I hadn’t chosen a slab yet. I needed to make a decision that day.

I had an appointment with a salesperson at the countertop store. When I got there, I was asked to wait for just a little while until the she finished up with another customer.

Another woman, in charge of coordinating deliveries between the store and the homeowners, overheard the request and approached me. She said, “Why don’t you come with me? You don’t have to wait. I’ll help you.”

I told her how overwhelming the countertop selection was for me.

She truly heard me.

She sat me down and asked me what kinds of colors and patterns I liked: light or dark, for example; bold or subtle.

Then she pulled samples from the showroom wall and showed me just two at a time. If I said I liked one, she asked me what I liked about it. If I didn’t like it, she wanted to know why.

And she heard me.

That information gave her something to go on. The more pairs of tiles she showed me, the closer I got to something I might want to buy. I felt so comfortable with her. I no longer felt overwhelmed. I trusted her. You tend to trust people who take the time to really listen to you.

And then she actually said, “Will you trust me with something?”

“Absolutely.”

She brought me back to the warehouse and pulled out a quartz slab.

I was there to buy granite, but the minute I saw the quartz, I wanted it.

The funny thing is, I had no idea what I wanted when I walked into that showroom. But this delivery coordinator, after spending just 20 minutes with me, seemed to know exactly what I wanted.

And she knew I wanted it today, so she didn’t bother trying to sell me something that would have to be ordered. She knew what she had in inventory, and she knew exactly the piece that would suit me.

It did. She did. I bought it on the spot.

As if that weren’t enough, she walked me to the cashier and asked the clerk to give me the 20 percent designer discount.

Sold!

For life. She’s not even in sales.

Officially.

But unofficially, she knows she is.

I immediately wrote a glowing Yelp review for the company and this cool new friend. I told all the contractors who were working on my condo about her. I have recommended her to at least half a dozen friends and colleagues. And I know one of those friends has already bought from her and posted a rave on Yelp.

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