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All articles by Liz Tahir -
As Sarah wound her way past the tables and toward the stage to get
her "Top Salesperson Award" at the company's annual dinner, her
colleagues were mumbling about how someone with the firm only a
year could have sold more than anyone else. Sarah was pleasant
enough, but hardly the gregarious salesman type. When asked how,
Sarah wasn't talking. What her colleagues didn't know is that was
the real key to her success. Sarah was making sales by practicing
the art of silence, not the art of talking.
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Curt and Justin were lifelong fishing buddies. Now, in their
retirement, they had together taken up the art of do-it-yourself
home-improvers. Curt decided to tackle wallpapering his living
room. When he finished the job, he proudly called his friend over
to see his handiwork. Justin was very impressed. In fact, he liked
it so much, he asked his buddy if he would mind if he got the same
wallpaper for his living room. Their homes were practically
identical in size and layout. Curt thought that was a great idea.
So Justin asked him how many rolls of wallpaper he bought for the
job. Seven was the reply.
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Recently I was talking with a retailer in his store, and as we were
walking around the floor, we came to a rack housing sportswear.
Some of the sweaters on the rack were dangling from the hangers. He
called over to ask a sales associate to straighten the rack, and we
moved on through the store.
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