Pounding Vs. Scratching for Sales

A frustrated, angry person was determined to retrieve a power tool from a former friend whom he had loaned the tool to many months earlier when they were still respectful of one another. Harsh words and strained feelings had multiplied many times over since then leaving little if any relationship. Brooding had long since replaced laughter between them.

One particular day, the person once again approached his neighbor's front door, pounding away and screaming for him to open the door and give him his property. The routine continued for 10 minutes without success. The person concluded that his neighbor was not home and left. He returned later in the day, replaying his earlier and well rehearsed behavior. This time, his neighbor responded through the steel door, shouting with colorful language and displaying his own anger. Frustrated after fifteen minutes of unsuccessful sparring, the person relented and took a break, stretching out on his neighbor's front lawn. The afternoon sun, gentle breeze and slower breathing had soon relaxed him .

While enjoying the scent of the freshly-cut grass, he noticed his neighbor's dog, a cocker spaniel which had been playing in another neighbor's yard, had come home and arrived at the front door. He sat in front of the massive door, looked up with tail wagging and gently raised his front paw to scratch at the door. His owner, responding to the quiet yet familiar sound, proceeded to the door, opening it with a warm smile so that his best friend could once again enter.

The person, in an "ah-ha" moment of startling revelation, decided that he had been taking the wrong approach in his endeavor to retrieve his power tool. He recalled his friend's smile and the many good times which they once shared. Displaying renewed vigor, he once again approached the door. This time, he knocked respectfully and gently scratched at the door. His neighbor, viewing him through the window, reluctantly decided to open the door and share a conversation with his former friend, who soon and once again, became a good friend. 
 
I have witnessed many salespeople, who in a spirit of arrogance, display an attitude which states that they somehow deserve their client's business. Some salespeople attempt to push their way into an account in an attempt to force their agenda and product line into a prospect's operation. Customers, as with most people, respond to respect, kindness and a perception that the salesperson is working on their behalf, to help them meet their goals. A warm, genuine smile and customer-focused agenda will open many more doors that any forceful, relentless pounding will ever do.

Customers are people first. Remember that fact and you will succeed in all you do.

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...........................
Daniel Sitter
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Comments

[Ivana Taylor]

Thanks for sharing those words of wisdom that we often forget.

[Lewis Green]

Sales are based on credibility, trust and relationships (as are most things human). Anger and aggressive behavior don't sell.

[Jonathan Farrington]

Good post Dan!

You are absolutely right - we do have to continually earn the right to keep our client's business and as I say often enough, customers are more easily persuaded when they are part of the process and not part of the audience.

Jonathan

[Ellen Weber]

Thanks for the great reminder that people are the real currency of the most successful organizations, Dan! Terrific post and a keeper! Ellen

[Chichi]

It's true that customers respond to respect and kindness. I would not buy from someone who was pushy and arrogant, not even if their prices were the lowest available.