How to Sell Combs to Monks
This is a great story, which taught me how to multiply my results
in my sales career. I have often shared this with my students, to demonstrate
how a shift in mindset and attitude can make a significant difference.
The
Story:
3
sales professionals applied to work for a huge company. As they were all evenly
qualified, the interviewer decided to set a sales challenge and the person who
sold the most would be awarded the job.
The
challenge was to sell combs to monks of any temple up in the mountains.
"You have 3 days, and the person who sells the most will get the job"
said the interviewer.
After
3 days, the 3 applicants returned, and reported their results.
Candidate
1 said "I managed to sell one comb. The monks scolded me, saying I was
openly mocking them. Disappointed, I gave up and left. But on my way back, I
saw a junior monk with an itchy scalp; he was constantly scratching his head. I
told him the comb would help him with his scratching and he bought one 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 replied "I
observed that the visitors had very messy hair due to the strong winds they
faced while walking to the temple. I convinced the monk to give out combs to
the visitors so they could tidy themselves up and show greater respect during
their worship."
Candidate
3 stepped up "Not so fast, I sold more than both of them." "How
many did you sell" asked the interviewer.
"A
thousand combs"
"Wow!
How did you do it?" the interviewer exclaimed.
"I
went to one of the biggest temples there, and thanked the Senior Master for
serving the people and providing a sacred place of worship for them. He was
very gracious 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 his
visitors a momento and the blessing of Buddha. I showed him the wooden combs
which I had engraved words of blessings and told him people would use the combs
daily and would serve as a constant reminder to do good deeds. He liked the
idea, and proceeded to order a thousand combs"
"You
got lucky," one of the other candidates said bitterly.
"Not
really," the interviewer countered. "He had a plan, which was why he
had the comb engraved prior to his visit. Even if that temple did not want it,
another one surely would."
"There
is more," the third candidate smiled. "I went back to the temple
yesterday to check on the Master. He said many visitors told their friends and
family about the comb with the Buddha's blessing. Now even more people are
visiting every day. Everyone is asking for the comb, and giving generous
donations too! The temple is more popular than ever, and the Master says he
will run out of the combs in a month... and will need to order more!"
Learning Points:
The
three different candidates show us the different levels of sales 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 only.
Candidate
2 shows the next level - anticipating and creating new needs for the prospect.
Perhaps the monk doesn't have an obvious need for the comb, but how can it
still be beneficial to him? When you can educate the prospect on new
possibilities and benefits for his business, you are already outperforming your
competitors.
Candidate
3 demonstrates the best level of all; an ongoing relationship resulting in
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. View each prospect not as individuals, but also their
contacts and network beyond them. See each customer as lifetime clients instead
of one time sales.
Our
beliefs and thoughts shape our actions and ultimately, our results. When faced
with a challenge, how do you respond? And how big do you think?
How
can you create new needs for your prospect and benefit their customers?
3 comments
Brilliant & enriching story. Thanks Ms Pankhuri for sharing it.
ReplyThanks for your valuable comments.
ReplyNice one.... Will keep coming back to you for help
Reply