| Show I I DONT DON'T GET IT 1 TOO PERFECT I THE president of a washing washing wash wash- ing machine company was going over the sales records records records rec rec- with his sales manager Heres a small dealer in a town of fifteen thousand nd people people peo pea pie who has been selling more p of our machines than other dealers in towns five to ten tea teatimes times as big he said Go out and find out why Three days later the sales manager was back in the presidents president's office Ive got the answer said the sales man man- a ager ger lie He sells washing machines by making mistakes by not being too perfect The president was astounded He had worked for years yeah to find the perfect way to sell sail sella saila a washing machine and had spent thousands of ot dolIan dollars dol dol- dol- dol l lars Ian ars to show dealers dealers deal deal- ers era and salesmen how tow to make the t perfect sale gala Yes Yea he sells mistakes sv- sv by making mis miss takes continued the sales manag er ere This man tells me he attended at at- t tended ended our sales school four years yearn ago heard our talks about sales p psychology memorized every word of ot our perfect sales presentation and went to work to make a record Despite his perfect sales talks he didn't sell a single machine in three months One day a woman asked him a question he couldn't answer and he made such an awkward mistake In d demonstrating the machine that the woman laughed at him She laughed but she bought the m- m mj- mj chine That night he realized what was the matter Ills His story was too sUck stick too perfect too much like the confidence man who has a ready answer for everything His Uis little mistake had bad made him a human being Instead of a machine grinding out out a sales talk He has been making mak mak- ing jog mistakes and selling washing machines ever since teen BeU Syndicate Service |
