You’ve learned about non-sales selling, and how everyone is a salesperson. But just like there are pushy salespeople, there are pushy non-sales sellers. Think about friends who push you to do embarrassing things, or a co-worker whose ego is too big for his own good. Pushiness is something we’re all quite attuned to, and we know when someone is trying to pressure us. But rarely, if ever, do we notice the pull. I feel this is best demonstrated by a story. This is a tale of two salesman, one pushy, one pulling. It’s also a true story.
I had just picked up a new hobby, miniature model painting. I had only one problem, I needed a miniature to paint. So I entered my local hobby shop, expecting to quietly peruse the shelves a pick out a modest product. Instead a sales associate was immediately at my side, telling me about bundle deals, and the new box they got in where you could get 50 miniatures for $100. The box looked cool, but I immediately turned around and left.
A few days later, still tired from my search, I resigned to get the $200 box, but I didn’t want to go to the same place. I picked a different store, slightly farther but specializing in miniatures. I opened the door and… nothing. No pushy salesman, but a man with a smiling face and a short, scruffy goatee.
“Welcome! If there’s anything you need help with, feel free to ask.”
So, I selected my big box and hauled it over to the counter. Immediately he had a face that I’d never seen on a salesman, skepticism.
“How long have you been painting?”
“Oh, this is my first time.”
“Then are you okay with me suggesting something else?”
Without a moment’s hesitation, he pulled a “Getting started modeling kit” off the shelf next to him. What did it cost? Nothing. I left with all the paint, brushes, and models I needed to know if I liked the hobby or not. Two weeks later, I was back in his shop buying the big box. I still do business with that store to this day, and they never fail to impress me.
The pull principle is so strong because by showing you care more about the customer than their money, you get both. Sales has always been seen as a zero-sum game, but the new method of sales is co-operative sales. It’s making sure that both you and your customer walk out as happy as physically possible. If you can get that down, you’ll get both their money and their respect. As Proverbs 22:1 says, “A good name is to be chosen rather than great riches, Loving favor rather than silver and gold.”
BoweryJE22
You used your story to perfectly demonstrate the difference between a pushy salesman and a salesman who uses the pull principle. It is so cool that your personal experience has taught you about the impact of caring for customers as a salesperson! I also liked how you expertly tied in a Bible verse at the end.