the salesman parable

The Salesman Parable

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A young Salesperson was disappointed. He had lost an important sale.
In discussing the matter with his Sales Manager, the young man shrugged “I guess” he said “it just proves you can lead a horse to water, but you cannot make him drink”.
“Son” said his Sales Manager “Let me give you a piece of advice. Your job is not to make him drink. Your job is to make him thirsty.” – Unknown Author

Self-coaching tool:
As a Salesperson, which techniques do you use to make your clients thirsty?
On a 1 to 10 scale, how do you evaluate your sales results?
What level on this scale do you want to reach?
What will you gain from achieving this?
Are there any inconveniences for you to reach this result?
What are you going to do – more or differently – to reach this result?
When will you have reached your goal?

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