By: T. Merryman
Several months ago, a calm and confident woman sold me contacts for my eyes... and then some.
She was a petite blonde; conscious of her health; married with children and had a content but free spirit.
She was an excellent, not pushy and successful sales person.
Her spirit was confident. She was even-keeled, calm and collected and made the experience about me.
She built instant rapport with her easy-going yet live-life-to-the-fullest attitude.
Fifteen minutes into the contacts, then glasses and eventually also sunglasses sale, I could taste her zest for life, which was not apparent at first. It sort of snuck up on my emotional palette with a flat, light note at the beginning and a fresh, earthy, long finish. If you know sales, you know that people buy based on emotion then justify after the fact with logic.
She knew her stuff, had great empathy and rapport, and was all about my experience. Between that and eventually learning more about her passion for life, I was emotionally drawn to not only doing a deal with her but going in on all the up-sell's.
By the way, I told the ophthalmologist five minutes before I hit the sales floor that I was not interested in new glasses; just there for the exam and contacts.
This women's approach and energy was perfect to make a sale and it happened to be her authentic self; her truth shining through her work. When you love life and live it fully, it tends to bleed through all you do.
As someone in sales myself, this phenomenon always peaks my interest. By the way, I don't care what you do, who you are or what you believe by the way, everyone is in sales. Shoot, our kid's sell to me every day (with multiple negotiations throughout the process).
I know that this woman's authentic passion for life, which fed our transaction, was and still is legitimate.
We exchanged information before I left and I discovered later on social media just how full of adventure and gratitude for life she really is.
She rides horses several times a week along side her daughters. In fact, her daughter's can be seen doing adventurous stunts such as standing on the horses; trusting and connecting with them.
She hikes, travels and enjoys rock climbing often with her family. In fact, her father built an ice wall right outside of her front door so that she (all of their adventurous gang) could enjoy a daily adventure through the winter. It even had colorful LED lighting illuminating from the sculpture. She obviously was bred from passion and creativity... two resourceful energies that when combined with strategy and knowledge make for the very best sales people.
This woman sold glasses and such for a major, national company. As we chatted through the transaction, I learned she was leaving the company to begin a new job the following week selling insurance. She was transitioning to this new opportunity because it was a Monday through Friday way to make money, connect with people and free up her weekends indefinitely to explore, travel and adventure with her family.
I do not know for sure though I would bet good money that this woman was coveted at the eye glasses store, and that the same is true at her new company. Her gratitude for life and sense of adventure poured over in excess to allow for authenticity and abundance to flow freely. A gift for both the buyer and the seller. Her prosperous and zesty spirit was palpable to me. People want that. People buy that.
If you want to increase your sales, find your authentic passions and be sure to practice gratitude in your life. Be empathetic to your customer; listening and understanding their needs and their wants.
Take them for an adventure.
In salute to your adventurous and authentic life and future transactions,