When a car skidded on wet pavement and struck a telephone pole,
several bystanders ran over to help the driver. A woman was the first
to reach the victim, but a salesman rushed in and pushed her back.
"Step aside, lady," he barked. "I've taken a course in first aid."
The woman watched him for a few minutes, then tapped him on the shoulder. "Pardon me," she said. "But when you get to the part about calling a doctor, "I'm right here."
Moral of the story. True sales professionals know when to defer to authority. No one buys from a know-it-all. People like dealing with people who respect them for what they know and take the time to fully explain to them what they need to know. In sales, if you ignore someone's credentials, they will undoubtedly ignore you.
"Step aside, lady," he barked. "I've taken a course in first aid."
The woman watched him for a few minutes, then tapped him on the shoulder. "Pardon me," she said. "But when you get to the part about calling a doctor, "I'm right here."
Moral of the story. True sales professionals know when to defer to authority. No one buys from a know-it-all. People like dealing with people who respect them for what they know and take the time to fully explain to them what they need to know. In sales, if you ignore someone's credentials, they will undoubtedly ignore you.
"Power, like the diamond, dazzles the beholder, and also the wearer;
it dignifies meanness, it magnifies littleness; to what is contemptible,
it gives authority; to what is low, exaltation." - Charles
Caleb Colton
