The Best Sales Lesson I Learned From An 80-Year Old

For those of you who don't know - I come from VERY humble beginnings. I grew up in a little town so small it was actually called a HAMLET!

There are so many advantages to growing up in a little place like that. You're surrounded by people who KNOW WHO YOU ARE. (now as a kid and especially a teen-ager - that can be both good and bad!)
And YET - it was from this tiny spot that I learned the sales skills that I now travel and teach internationally today.

My Best Sales Teacher?

The absolute best teacher for me was a wonderful, elderly gentleman named Mr. Farkas. He was a very tall and elegant man, who was always dressed very formally and yet he had eyes that twinkled and he was SO quick to smile.

He and his wife ran a little café in the center of town. They had the best of EVERYTHING to offer a 6 year old kid. Chocolate bars ( my favorite was the Wig Wag!) , a hundred different kinds of ice cream, penny candy by the jar (and all the jars were all lined up for you to drool over) and suckers and gum by the boatload.

For a little girl in the '70s - this place was magic!! But sometimes it felt a little overwhelming. I didn't want to make a mistake and order something and then change my mind.

I would stand there with 25 cents in my hand - trying to make up my mind on what I wanted. And even though he had a line-up of other customers...nn...Mr. Farkas never PUSHED ME TO HURRY UP and MAKE A DECISION.
Instead he would ask me this very simple question:
" Kim, what are you craving today?"

And well - that always did it!

Because you crave something DIFFERENT every day and it also makes you feel that you can CHOOSE SOMETHING DIFFERENT another day!

There was no risk.

Instantly what I wanted would pop into my mind and I would make a choice.

And this is what he also did.

He thanked me each and every time. He treated me the SAME as the adults who had spent hundreds of dollars in his café. I felt special.

And I loved Mr. Farkas.

What Can You Learn From An 80-Year Old?

Well - I want you to ask yourself:
1. Do You Know What Your Customers Are Craving? So often women come up to me and tell me about their product or service and how they are having a tough time selling it. And when I ask them "Did you ask your customers what they wanted?" - they look at me with a blank stare and then say "NO."

2. Do You Push Your Customers To Make A Decision? Mr. Farkas was gentle with me and he knew what I was struggling with. Even a 6 yr old customer doesn't want to make a mistake. And yet his gentle question took all the risk out of it for me. If you pressure your customers, I guarantee they will say NO. There has to be A REASON for them to buy now!

3. Are You Thanking Your Customers? This common courtesy has appeared to have DIED OFF. Are you honestly thanking people for their business? With eye contact, a hand-shake, warmth and gratitude? Thank you cards in the mail? How are you showing it?
Mr. Farkas Understood Selling Is All About Relationships
It doesn't matter whether you sell face to face, on the phone or over the internet. People buy from people and companies they like, trust and respect.

What are YOU doing on a consistent basis to create a relationship of like, trust and respect?

If you have any doubt - just look at your bank account as it will tell you the honest answer.

Sales Skills and Poetry?

Once Mr. Farkas learned about my love of books - he and his wife would always ask me to come for tea and he would show me books from his collection. He instilled in me a life-long love of poetry and I will remember him always as someone who saw me as SO MUCH MORE than just a customer (and a little kid).

I Diva-Dare You To Do That For Your Customers.

So There!