While looking over the photos I took on my China trip, I was reminded of the foundation our profession is built upon. The foundation is “Relentlessness.”
“Selling” is more than a profession… it is a way of life and a way of living. Everyone “sells” everyday, be they sales professional or not. My daughter, a mother of two, has to “sell” the kids on doing chores and homework each day. My friend Perry, an architect in China, has to “sell” the government on the value his firm brings to their projects. My grandson has to “sell” the need for a new Lego set to PopPop.
What brought it to mind was the relentlessness of “Number 52” at the Great Wall of China, outside Beijing. Number 52 was the vendor who used all the traditional sales openings (“I remember you…”) as well as forcing her calling card (the number “52” scrawled on cardboard) on me and making me promise to stop by her stall upon returning to the village.
Numbers 18, 26, and 34 also “remembered me” but did not give me a card to remember them so they lost the prospect of a sale. Number 52 not only forced me to promise to stop (with gentle persuasion) but even tried to extort dozens of dollars more than the going price of her goods were worth, to make a handsome profit for her work.
My friend Maria said I was a chump (which is true) because I gave Number 52 $100RMB (about $14 US) more than I should have but I believe that good salesmanship deserves a reward. Maria is a consummate salesperson who has taught me many valuable lessons in my career and she showed her mettle when we assembled the “Nut Ladies” for a photo. I offered them $100RMB as a reward for their participating in the photo. When a few of them tried to bargain with us, Maria just said, “It is $100 RMB for you all and it’s ok… you don’t have to be in the photo.” They all participated and I was reminded of the value of a good proposition.
At the Beijing market, the sellers were less relentless and less effective. I learned that saying “mayo mayo” is a good way to halt an intrusive offer. The really relentless, however, got a look-see and once, got a sale. It was an embroidered dress for my newest little granddaughter but it was $14 US that they would not have, had it not been for their relentless refusal to accept my mayo at face value.
As a sales professional, relentlessness must be a way of life to avoid our economic death. So raise your glass high and toast “Relentlessness” relentlessly.
Happy Selling!