I was concerned that my salesperson wasn’t fully committed to building relationships of trust with his customers before trying to sell them our products. To illustrate the importance of getting to know someone before taking any major sales actions, I shared this story with him.
What is really happening?
A man boarded a plane juggling his three young children. The kids were seated together and he watched over them from the window seat in the following row. A woman about his age was in the middle seat next to him. As the flight progressed, the children became restless and began to bicker, but the father seemed oblivious to the situation. Frustrated by the disruption, the woman complained to the father, “Can’t you control your children? Their behavior is really bothering me and other passengers.” The man snapped to attention. When he spoke to his children, they immediately quieted down. The lady, sensing that perhaps she had overreacted, apologized and asked if the father was okay. He responded that they were flying to his in-law’s home for a visit. He had just buried his wife after her extended fight with breast cancer. The lady, who had recently lost her mate, was moved. When they arrived at their destination, she helped the gentleman get the children organized and off the plane. That kind step and chance encounter eventually led to a happy marriage between the two strangers.
Relationship First
When the sales rep heard this story, he understood. You never really know what the customer might be going through when you call on him. Take the time to ask questions and learn about your customer before giving your sales pitch. An unexpected answer just might lead to a successful long-term business relationship.
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