I’ve just come back from Singapore, where I experienced, first hand, the powerful force that is personality-driven sales. One was from a group of tailors (Tony’s Fashions (Tailors) Singapore), the other from the group that includes Onsen and Seacret – natural cosmetics. In both instances, the warmth and engaging power of those who were selling was nothing short of astonishing. I was treated like a King (or as the story unfolds, more like a Princess), I felt like royalty, and I handed over a royal ransom!
The interesting thing for me was the second visit. For my suit, I needed to go back for the fitting. For the eye cream, I went back with a casual question. The second time, I was more like a piece of the furniture. The deed was done, they’d had their way with me. I was old news. It was the morning after.
I guess we all treat people like this -especially those who have become familiar to us. Not so the lovely Linda in our local Cantonese Restaurant. Every time we go there we get treated like royalty – and it’s a joy to watch my Dad respond to this.
Apparently an ancient Chinese curse is: “may you live in interesting times!” Since we do live in interesting times economically, I think clever, pushy, forceful salespeople need to take a longer-term view. With hindsight, I feel abused. Not raped – that’s too strong, but certainly like someone who’s gone on a date – enjoyed intimacy as a fully consenting adult – and then who’s been dumped the next day! Surely the future is in the symbiotic health of developing a life-partnership with our dear customers?
Let’s love our customers, and when we do make the sale (make love to them!), let’s work towards being more excited the next time we see them… the most important sale is the second, not the first, and third is even more important still…