Anthony Bourdain and Sales

Dear Sales Leaders:

What we do is not complicated.

There are many experts who would have you believe that sales in the B2B world, first and foremost, is a process that is freighted with complexity.

While process is unavoidable, to a degree, in selling, it does not define sales. People do.

Technology will continue to exert enormous influence over the manners in which buyers and sellers interact. However, the bottom line is that sales is driven, and will remain driven, by people. And the relationships between them.

This past week was a tough week in many respects. Not the least of it was the untimely passing of Anthony Bourdain. I liked his writing and TV shows. He was a man whose sublime talent was finding the story in everyone he met.

Reading about Bourdain’s death recalled to my mind a quote from him that I'd read 12 years ago in an article in the New York Times.

I've kept the quote in my files because it so clearly captured the essence of how to build productive relationships in sales. And in life.

Bourdain said: “What I do is not complicated. Any stranger who shows an honest curiosity about what the locals think is the best food is going to be welcomed. When you eat their food, and you seem happy, people sitting around a table open up and interesting things happen.”

Think about this quote in the context of what we do as sellers.

If you meet a new prospect and show an honest curiosity in her/him, and the things that are important to them, then you will be welcomed.

If you meet a new prospect and default to the rote interrogation of them with your list of scripted questions, then that door will be closed to you.

And, when the prospect responds to your curiosity, opens up and talks about the things that are important to her/him, then interesting, unexpected things happen.

What we do is not complicated.

We find the story in every one of our customers.

And prepare for the unexpected.

Good selling,

Peter C. Mclees, Sales Coach and Trainer
Smart Development
petercmclees@gmail.com
Mobile: 323-854-1713

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