| As the owner of a small, but growing, parts | | | | junk hurts their reputation and the company's. |
| supplier I often look for informal opportunities to | | | | This object lesson and discussion helps to solidify |
| train my sales staff. I find that communicating to | | | | their sales philosophy that selling better parts, |
| them the principles of selling that I want them to | | | | even at a slightly higher cost, leads to more |
| embrace in a casual setting goes deeper than the | | | | fruitful business in the long run. |
| training they receive in sales seminars. For | | | | Then I'll remove the wet stuff from the fire pit |
| example, I'll often have 2 or 3 members to my | | | | and replace it with dry wood and kindling. It lights |
| home on a weekend evening for a relaxed | | | | quickly and soon a roaring blaze is being enjoyed |
| barbecue on the deck. After the meal I'll pour | | | | by all. After conversation about things other than |
| another round of beverages and invite everyone | | | | business I'll go around behind whoever sat in the |
| to grab a chair around the fire pit that is a | | | | chair that has the wheels on it that make it easy |
| centerpiece of our landscape. It's one of those | | | | to move around the yard. I'll slowly start pushing |
| stone fire pits that rises about two feet off of | | | | the person toward the fire pit. An awkward |
| the ground. | | | | chuckle or laugh usually follows as they start |
| Ahead of time I've placed some wet wood in the | | | | heating up or get some smoke in their face. I'll |
| fire pit along with some damp newspaper that I | | | | then apologize and move them back. Then I'll say, |
| know won't light easily, if at all. I ask someone to | | | | "The fire is wonderful...but being pushed toward it |
| grab the nearby lighter and start the blaze. After | | | | makes you want to push away. How is that like |
| trying for a minute or two with nothing to show | | | | being too pushy in your sales approach?" More |
| for their efforts but some smoldering paper and | | | | great sales-oriented discussion follows before we |
| stinging eyes from the smoke, I'll stop them and | | | | get back to chatting about family life, sports and |
| make a point. I'll say, "There's something wrong | | | | news of the day. We all enjoy ourselves and that |
| with that wood in the fire pit. It won't perform. | | | | builds a healthier work environment. In addition, |
| What would it be like to have to sell product that | | | | they leave with a better grasp of what I'm |
| don't perform as they should?" That leads to a | | | | looking for from my sales staff. I find that these |
| profitable discussion about making sure we have | | | | informal sales training sessions increase their |
| the best products from our suppliers. They begin | | | | confidence and motivation, and tracking |
| to understand why I simply won't carry | | | | corresponding growth in their sales figures is |
| underperforming brands for them to push. Selling | | | | inevitably the result. |