Monday, April 12, 2010

Selling's a Beach

When we travel, we never know what we’re going to learn. We meet new people and learn about their lives. We need directions and we learn a new language. We drink a strange concoction and we learn how to fix a new drink.

When I was in Mazatlan recently, I learned about selling. Selling like the beach vendors sell. Sitting by the Pacific in my beach chair and observing the world as I sipped my early morning coffee, I watched Mexican men and women peddle dresses, shirts, sunglasses, ball caps, table cloths, blankets, silver bangles, gold earrings, leather belts, wraps, sugar cookies, pineapple, mangoes, coconut, peanut brittle, temporary tattoos, your name on a grain of rice necklace, sandals, foot massages, braids and beads for a woman's hair and sometimes a man's, gum, handbags, and on  and on. A veritable home shopping network on parade. Competition is high because vendors outnumber buyers, and after awhile, one beach bag looks just like one I saw a moment ago.

These vendors own small businesses and are struggling to keep afloat during a tough economy that’s slammed their income much as it has world wide. In addition their customers have declined in numbers because of fear of violence, fewer discretionary dollars, and lingering worries about H1N1 flu.

So what did I learn from the best of these entrepreneurs?

1. They call me by name.
2. They remember what I bought yesterday and last year.
3. They ask about my family.
4. They say “Happy Birthday” on my birthday.
5. They notice if I’m not feeling well.
6. They seek out another item if the one I’m looking at doesn’t quite suit.
7. They negotiate the price so I feel like I’ve made a good deal.
8. They listen.
9. They smile.

In short I learned the best of these sales people rival the best of the ones I meet at home. And I learned that the same basic sales skills and good business practices exist no matter where you are in the world.

Posted by Bernice Johnston at 5:38 pm

Labels: communication practices  success factors  work challenges