The best salespeople have no need to sell. As you’ll see in this story, they use the power of asking questions and coaching their customers to succeed.
Adrian was responsible for managing the sales team for one of the larger retail outlets in his town. He recently hired a new salesperson to work in the sporting goods section. After two months, Jerry, the new salesperson, was outselling every salesperson he’d ever worked with — and selling big-ticket items, too, including fishing rods, rowboats, camping tents, and canoes.
Adrian was so impressed, he had to find out what Jerry’s secret was. He observed Jerry sell something to practically every person who walked into his department.
At the end of the day, Adrian went over to Jerry and said, “You’re doing fantastic. Not only have you increased the traffic tenfold in the department, but sales are better than ever. What’s your secret to identifying the buyers, getting them interested, and then motivated to buy?”
Jerry simply said, “I just listen for what their needs are and I fill them.”
“It couldn’t be that simple,” Adrian thought.
So, Adrian quietly observed the next customer who started talking with Jerry. After about 45 minutes, Jerry watched as this customer purchased fishing hooks, a new rod, a life preserver, and a new rowboat.
After Jerry rang up the sale and the happy customer left to pick up his new rowboat, Adrian walked up to Jerry.
“You have to tell me how you did that,” Adrian said. “What did you say that made him buy?”