How do I sell anything to anyone?

Using the story of the Monk...

The story:

3 sales professionals applied to work in a large company. Since they were all equally qualified, the interviewer decided to launch a sales challenge and the person who sold the most would be assigned the job.

The challenge was to sell combs to the monks of any temple in the mountains.

"You have 3 days, and the person who sells the most will get the job," the interviewer said.

After 3 days, the 3 candidates returned and reported their results.

Candidate 1 said, "I managed to sell a comb. The monks scolded me, saying I was openly mocking them. Disappointed, I gave up and left. scratching his head. I told him the comb would help him scratch and he bought a comb."

Candidate 2 said, "That's good, but I did better. I sold 10 combs.

Excited, the interviewer asked, "How did you do it?"

Candidate 2 responded:

"I observed that the visitors had very messy hair because of the strong winds they faced when walking towards the temple.

I convinced the monk to give the visitors combs so they could tidy up and show more respect during their worship."

Candidate 3 shouted "Not so fast, I sold more than both." "How much did you sell?" the interviewer asked.

"A thousand combs"

"Wow! How did you do it? the interviewer exclaimed.

"I went to one of the largest temples there and thanked the head master for serving the people and providing them with a sacred place of worship.

He was very kind and said he would like to thank and appreciate his visitors for their support and devotion. .

I suggested that the best way would be to offer its visitors momento.

I showed him the wooden combs I had carved words on and told him that people would use the combs daily and serve as a constant reminder to do good deeds. He liked the idea and ordered a thousand combs"

« You were lucky," one of the other candidates said bitterly.

"Not really," the interviewer replied. "He had a plan, that's why he had the comb carved before his visit. Even if this temple didn't want it, surely another would."

Learning points:

The three different candidates show us the different levels of business performance:

Candidate 1 displayed the most basic level, which is to meet the prospect's personal needs.

The monk with the itchy scalp had a personal need; It was specific to him alone.

Candidate 2 shows the next level – anticipating and creating new needs for the prospect.

Perhaps the monk does not have an obvious need for the comb, but how can it still benefit him?

When you can educate the prospect about the new possibilities and benefits for their business, you already outperform your competitors.

Candidate 3 demonstrates the best level of all; an ongoing relationship resulting from repeat sales and referrals.

Everyone was a winner, the monk, the devotees, the 3rd candidate and the interviewer.

Help your prospects benefit their prospects, to create maximum value.

Think of each prospect not as individuals, but also as their contacts and network beyond them.

Think of each customer as a lifetime customer rather than a one-time sale.