I asked that question to the engineer who was our tour guide during a recent visit to the Steinway Piano factory in Long Island City, NY. His response was quite interesting.
He said, “Piano companies are indeed similar, but here at Steinway, what makes us different is that we do 1001 small things right.” The tour made that abundantly clear as we learned about the details that are involved in making a piano from the selection (and aging!) of the woods for the piano’s shell to the intricacy of hand-crafting the hammers that make the sounds. It takes about a year to make a Steinway and, after seeing what goes into the creation of just one of these beautiful instruments, the $80,000 price tag seemed like a bargain.
10 Small Things That Make a Big Difference in Results
My observation is that the best sales professionals continually do the following small things right to get big-time results;
· They demonstrate respect for buyers by doing their homework
· They listen not only to what is being said, but also for what is between the lines
· They don’t rush a conversation
· They dare to be provocative in a helpful way
· They present solutions and ideas that are genuinely tailored to buyers
· They acknowledge limitations
· They help even when it doesn’t mean business for them directly
· They say Thank you for the business
· They seek ways to continuously add value
· They never lose their sense of humor
What Are Your 1001 Small Things to Do Right?
I work as hard as the next person to stay current with the latest information on new sales technologies and strategies, but, to my mind, these are only tools and new packaging for describing what the best people have always done: 1001 small things right.
Random Recommendation: Catch my interview on Getting Through to Prospects in a Noisy World with Lynn Hidy on her sales radio show Thursday, June 27 at 1PM tiny.cc/UYTSRadio
Want to improve the small things in your presentations to get bigger and better results? Call today for a free coaching or seminar consultation 212 876 1875 or email email@example.com
Master the Art of Getting Others to Really “See” What You Are Selling. Check out “The Tall Lady With the Iceberg: the power of metaphors to sell, persuade, & explain anything to anyone.” Now available in Audio, as well as Print and on Kindle.
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Words Matter – Make What You Say Pay!
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