When I Manned the Store

The Art of Selling

The first time I manned a store – I think I was 14 at that time (maybe) – I chased the customer away.

Yes, I had one customer.  Because my mom would not let me talk to any other customer after that.  I think.  (my recollection is a little hazy)

We were selling batik clothes and some imported goods in a dry good stall and I was being very enterprising, butting in the conversation, giving the one customer (a man, I think) this option and that.  He almost bought something but I think he got confused because I kept showing him stuff after stuff. (giggles)

He left without buying anything and I was kind-of blamed.  I never really tried to sell after that.

But last weekend, I had to.

My husband just launched his Green Book Planner, an eco-friendly planner that he designed. The Manila Waldorf School had a fair and we thought it was a wonderful opportunity to let the (Waldorf) world know about this wonderful product.  The venue was perfect because the Waldorf citizenry and the environment are kindred spirits.

At first, I talked.  I tried to engage the customers in the planners, told them what they are made of (recyclable materials), that it had 30 pages of 100% recycled paper, that the designs were printed using soy ink, that it will be available soon in bookstores.

I observed that most would politely listen, keep mum, scan the pages and glide away.

And then I tried something – I tried not to talk.   My first “subject” scanned the pages of the planner, hardly looking at me, feeling the pages with her fingers, her eyes looking at the cover – from winter (blue) to autumn (purple) to spring (green) to summer (yellow). She then silently reached into her bag, got out some cash and announced to me that she is buying the spring planner.  She smiled when I smiled, and went on her merry way clutching her purchase.

My first sale of the day.

I was awed.  If I can describe the process – her decision process – it was intimate. Personal.  Because I let her be on her own and intentionally drowned my voice, she heard hers and the product shone, basking in its own glory, speaking for itself.

The rest of the day went well.  I was not trying so hard and I was making sales! Those that had questions asked their questions.  My husband and I volunteered some information but only some.  I think if a product is good and the customers have a space for it in their lives, a “yes” is already a foregone conclusion.

As for hard selling, I am sure it also works for some people.  Personally, I would buy if the exchange is fun and the seller is funny – even though he is hard selling.  But most of the time, I would like to be left alone and not be pestered with suggestions of this and that.  My eye gets taken off the goal this way and I have a hard time remembering what it was I wanted and why.

So that’s how my new selling career went.  It was fun and exhausting and fun.  And we sold planner after planner, with some orders ranging in the dozens.

Now that I have my selling-legs back (yay!), I think I would have to use it more frequently.

Article by Issa. Art by Danvic Briones. Copyright 2010.
Website: www.YouWantToBeRich.com
Email: issa@youwanttoberich.com

P.S.  The Green Book Planners will be at Cuenca Gym Bazaar on December 4-5 and at the Hotel Intercon Bazaar on December 5.

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