Chapter 29. Music as a metaphor for selling
Selling has many things in common with playing a musical instrument. Both require a lot of practice and preparation before a performance. The selling environment can be very much like being a jazz musician. At some moments, there are clear structures and rules to follow. At other moments, improvisation, relying on feeling the moment as much as possible, is needed.
The Sales Ambassador is very much aware of the need to follow certain guidelines, yet to remain flexible. There are moments when she needs to take the lead, knowing that when the customer indicates something else, the sales process must take another direction. Within the pattern of listening, discovering, and proposing, the art of improvisation often needs to take place.
While the main phases of a sale need to be respected, a customer may simply not be interested in certain aspects. The next customer may find that same point fascinating, and want to spend a lot more time discussing and learning more. With each situation, the Sales Ambassador needs to feel where the process is going, flow with the information she is picking up from the customer, and adapt.
Practice and prepare.
But be ready to improvise.
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