Sales Road Less Traveled

In his classic work, The Road Not Taken, poet Robert Frost presents the case for making decisions, often where such choices may challenge conventional thinking. He provides introspection upon the choices we make daily and how these decisions compile to affect our lives. He makes no secret of the fact that the road to enlightenment is often more challenging than the norm.

The Road Not Taken

Two roads diverged in a yellow wood
And sorry I could not travel both
And be one traveler, long I stood
And looked down one as far as I could
To where it bent in the undergrowth

Then took the other as just as fair
And having perhaps the better claim
Because it was grassy and wanted wear
Though as for that, the passing there
Had worn them really about the same

And both that morning equally lay
In leaves no step had trodden black
Oh, I kept the first for another day!
Yet, knowing how way leads onto way
I doubted if I should ever come back

I shall be telling this with a sigh
Somewhere ages and ages hence
Two roads diverged in a wood
And I took the one less traveled by
And that has made all the difference

-Robert Frost

Likewise, our sales success will always be a sum of many components, the little choices as well as the big. The small, seemingly insignificant habits we have developed combined with the regular services we provide sum to have a major impact on our income. In the same manner, the little things we do will often make the biggest difference to our customers.

The time spent in getting to know our customers personally, looking out for their best interests, keeping them aware of news that might have an effect on them or their business, asking about what is important to them, sincerely saying thank you and being both kind and friendly; these are some of the differentiators that will make you a standout salesperson. Their common thread is a genuine spirit.

Successful salespeople walk a similar path to the one described in Frost's poem, one separate from the mainstream and one that may often challenge conventional wisdom. This is partially because we often must become the wellspring of creativity, the source of new ideas to solve problems. We must be bold. As salespeople, we look at particular customer issues from a variety of perspectives, some of which might seem radical. We cannot afford to be timid. If we go along with the crowd, our customers will never notice us.

Successful selling and achievement of our sales goals will often be found on the sales road less traveled. Do the things that others are unwilling or unable to do and your customers will take notice, endearing you to them and further ensuring your long term success. Which road do you travel upon?

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Daniel Sitter
Author

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