O'Reilly logo

Supremely Successful Selling: Discovering the Magic Ingredient by Jerold Panas

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 11

Be Like the Busy Spider

I WAS REMEMBERING MARY KAY ASH the other day. That magical woman founded an empire because she simply didn't know it couldn't be done.

It reminded me that things aren't always what they seem. It made me think of the grade school children lined up in the school cafeteria one day. At the head of the table is a large pile of apples.

One of the teachers made a note. She posted it by the apple tray. “Take only one apple. God is watching.”

Moving further down the line, at the other end of the table, is a large pile of delicious looking chocolate cookies. A child had written a note: “Take all you want. God is watching the apples.”

Life is full of surprises. That's why I thought of that story.

Back to Mary Kay Ash. I'm having lunch with her. I am involved with her in an important project in Dallas.

We are finishing dessert. I am talking with her about what I think is a more effective training of her 1,000-plus salespeople for selling cosmetics.

That gentle woman has a way of looking at you when she is upset that would send birds scurrying from the trees. “Jerry, at Mary Kay we don't sell cosmetics.”

“You don't?” I ask—a bit taken aback.

“No. We sell hope.”

The statement is actually attributed to Charles Revson (founder of Revlon). But who cares! When you're sitting across the luncheon table from Mary Kay and she says it—it comes alive.

It's not your dramatic presentation that makes the sale, sad to say. Even if you finish with a grandstand flourish and ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required