INSPIRE ME – INSPIRE YOURSELF – Get Inspired By Sales

The purpose of my book is to inspire. It´s key note Inspire Me – Inspire Yourself works in every direction. It works for me, it works for you, for everyone who reads it.

INSPIRE ME –book has inspired me to do selling again, inspired me to make sales with hard pulsation. It has inspired me to become clear and to distribute doctrines to others. Whenever I glance the cover of my book, I read it aloud in my thoughts. Inspire Me – Inspire Yourself. It is like a fruit, which you willingly eat again and again.

Getting inspired by moment, day, task, product, sales, life, own development, family ― it is crucial. Getting inspired is central.

Get inspired by this book, by reading it and repeating of it ― until one day you write your own success story without comparison. You can trust on the fact, that success follows your actions, when you start to inspire yourself. Inspire Me!

Everything is yours ― right here right now ― when you get inspired. This book provides you that support and protection, which helps you to survive though the challenges of sales though your whole life. Remember that reading of this book is only benefit and advantage for you, because:

YOU DEVELOP AS A SELLER, GROW AS A HUMAN

Old Finnish Author Eino Leino states in his poem I :

“Everything is in you.

You hang on to yourself.

Walk toward the highest,

towards the hill of your own luck.

Fill what you know,

what you want to.

Everything is in you.”

 

The author or INSPIRE ME -book is entrepreneur Markku Tauriainen, married with beautician wife Helena since 1994 (20th anniversary summer 2014).

Helena´s business is Beauty Salon BellaHelena

internetsite http://bellahelena.fi

Entrepreneurs who like to work together =)

Music Raises Your Mind ― Your Soul

The engine rumbles running. Adrenaline flows to your veins, when you put on music you like. Take the moment and start to use music lists, which really turn you on. And also listen to lyrics. You discuss with your mind.

Hit songs have clear, simple and mind raising words and tempo. Music flows to your consciousness and you get in good mood. As I was writing this book, I began every day of mine by listening to INSPIRE ME –music list. I repeated the same music, because it inspires and gets me in good mood ― to a level, where I get more out of myself.

– MUSIC RAISES YOUR MIND & SOUL –

INSPIRE ME HITS  
1. Whitesnake – Here I Go Again
2. Survivor – High On You
3. Journey ― Don´t Stop Believin´ (Arnel Pineda)
4. Survivor – Burning Heart
5. Van Halen – Jump
6. Rainbow ― I Surrender
7. Survivor – Eye of the Tiger
8. Bon Jovi – Runaway
9. Phil Collins – Something Happened On The Way To
10. Whitney Houston – Step by Step
11. The Pointer Sisters – I´m so Excited
12. Sunset Strippers – Falling Stars
13. Robert Tapper – No Easy Way Out
14. Paul Engemann― Push It To The Limit
15. Cher – You Haven´t Seen The Last Of Me
16. Tina Turner – The Best
17. Jimmy Page – Stairway to Heaven
18. Cheap Trick – The Flame
19. Queen – We Are The Champions
20. Huey Lewis – Stuck On You
21. Michael Jackson – Hold My Hand
22. Kylie Minogue – Get Outta My Way
23. Heart – Never
24. Beckah Sae – Faight, Hope & Love
25. Survivor – I Can´t Hold Back

– MUSIC RAISES YOUR MIND & SOUL –

It is important in the listening of encouraging music to repeat the familiar, pleasing songs to get the mental flow of a good feeling  running with the help of music. This way you can experience something, which really gets you going.

The lyrics of the songs speak to me, they have become important to me.

“Step by step, day by day, brick by brick…” 

This special Whitney Houston´s song I played in the morning meeting for new sellers, as I was working as a sales manager in sandbanks. Day always started with in the right groove, and the holy grail was found every day. One good program, for playing music lists and making music is from our neighboring country, Sweden.

http://www.spotify.com 

The Sales Manager Is Also Responsible For Others

Selling is taking responsibility ― first from your own doing, after this more widely. When you make deals, solve matters, build sales and are creative, you will be noticed. Your thoughts and views will be heard in your organisation and You probably get more responsibility.

In that case remember to be exemplary in every way and go into responsibility given. It has been given to you also as a possibility: You develop as a human and as a seller. In my opinion, you have earned the sales manager´s place, if you fill at least these five qualities:

1) You are able to motivate your sellers daily

2) You reward, encourage, tirelessly daily

3) You help them to sell, to build up sales

4) You plough the track, you sell most every day

5) You are the “star”, example with words and acts

When you step on the stage with your bigger sword and with your responsibility, more from you is expected. Your sword has to whistle and your voice has to be heard. You have to encourage your subordinates with your example

INSPIRE others to make deals and inspire them to get excited about themselves. If you lead, lead your groups from the front. That is the only right way. As a chief of sales the operation

CLIMB THE STAIRS OF SUCCESS

Do not drift in your thoughts any longer. Climb the stairs of success and walk towards your new personal success. When you walk the right stairs, you are able to become the dragon of the sales in 30 days. You rise to wings, which are so strong, that you rise to heights. I have experienced this often. There is nothing more splendid than to walk upwards the stairs of success.

The business is good and your self-esteem strengthens day by day. You recover and grow fast to your full measure. As a wise seller you keep your feet on the stairs and your hands on railings, you don´t begin to levitate. You save your humming energy for the next day, and the day after, so that you reach continuum. Your steps are light. Lighter than ever.

You have risen on the way of success ― To the road, where you begin to shine!

When you sacrifice yourself irreversibly and do not give in, you see that round the final corner, is the reward for your struggles, and the stairway of success. You get on the road of success, which is something, you haven´t yet experienced. Put yourself on the line ― you are able to, you can.

THE NEXT CHAPTER IS ABOUT TAKING RESPONSIBILITY

INSPIRE – others to make deals and inspire them to get excited about themselves. If you lead, lead your groups from the front. That is the only right way. As a chief of sales the operation is the highest form of management!

PART 8 – Inspire Me, Inspire Yourself

The Final Count Down

“EXCELLENCE IN YOURSELF, RAISE YOUR SOUL”

YOU ARE A SELLER!

The Comfort Zone Of The Seller

It is said that everything has its price. This is most probably true. Many have had to pay the hard price work for their success and have had to work year after year without a break. To push himself to uncomfortable areas. Away from the familiar and safe. If you want to develop, you must take steps out from your comfort zone.

I took new steps at Kalajoki Beach, when I walked towards the seaside as a newly chosen project manager. I had given up my place as a sales manager of Katinkulta and had stepped into new challenges. I had been recruited to make results in the recession of the economy, when companies fell like hay in a storm. I was committed to a marketing contract so there was no return. I had to get on with the job.

Kalajoki and sandbanks were in sales terms light years away from sales offices of Katinkulta where I had enjoyed two years of hard rise. In Kalajoki everything was at the initial stage. After the first six months the summer did not look rosy. The risks began to be realised and the selling did not get started. The problem was the new sales office. The building licence for it was not obtained from the county of Kalajoki.

It began to seem strongly that matters neither will come true nor succeed. I had a big lump in my throat and I felt bad. I cleared my thoughts dozens of times during that spring by walking to the seaside. I thought about the matters, why did I start in this challenge?

I was definitely out of my comfort zone as a seller and as a human. The road seemed to be rising steeply up. What did I do? I shortened the steps to half, started walking faster and I trusted in myself. I said often aloud to myself:

“Markku, you will make sales history. You are good and you can. Do not give in now. You are a winner. You can do this. You are the best.”

After all it went so in Kalajoki, that the whole municipal council visited the site to make the important decision. The building license was obtained for the best location of the sandbanks, next to Siikarysä Fish Restaurant. The wheels began to turn. The sales office was completed in the same summer with the assistance of the PR–house factory from Alavieska. Special thanks for it belong to managing director Mr. Tapani Kääntä. In the autumn we celebrated the big opening at the sandbanks with the power of 450 guests. The party was memorable. The holiday to Hawaii raffled in the event was won by Mr. & Mrs. Saksola from Alavieska.

Now business was no longer depending on the Sales Desk, so I began to do what I was expected to. Get results. In the new location I felt my self-esteem increasing and I was preparing for a record sales summer, when paint from the roof would be removed as champagne bottles were popping for the celebrating of closed deals.

About 300,000 day visitors visited in Kalajoki on June–July 1990´s, which is the problem of the area. 60–80 sales days is not enough for profitable business around the year, if you are not clever and rapid enough during summer period. Considering the special grade in the area I ended up in my new innovation, in a strategic thought that economic students from Vaasa and Vaasa University were worth recruiting for summer jobs. Vacation ownership representatives should be under 170 cm in hight, easily approachable, pleasing and educated young women. So not those normal sales weasels ― ADHDers, who are mainly interested in themselves. I needed Queen Bees ― it’s all in the attitude…

ADHD – Attention deficit hyperactivity disorder.

I decided to try a new plan, in which women present and men price. I had read about the forgotten 1970´s success–story–concept of real estate agency group Huoneistokeskus, where women work as presenters and men as closers. There it was.

There were customers visiting the sandbanks of Kalajoki like black clouds in the sky, but also customer acquisition “in from door” had to be in order. The work had to function as if greased so I decided to recruit the best in the world for the task, smooth Jani with his Mercedes.

Jami had earned credit in Gran Canary Island, Spain as the best, funniest and most pleasant outside contact person of all times, who knows the matters. I wanted to have this 165 cm tall ´Ross Perot´ for us also because he was extremely result oriented, focussed enterprising young man from Middle Finland. Jami also has his green 280 Coupe Mercedes available, which he had imported from abroad.

His reputation gave a feeling of safety for both sellers and leaders. He was so efficient. Also customers liked him. There was never negative feedback. Only smiling customers walking in. To make my plan perfect, I still needed a good customer financing, which was formed that time from local Savings Bank KEP.

Savings Bank KEP quickly educated Harry and myself to grant genuine bank loans with 7.5% fixed interest in situ, where the market interest was more than 13%. The deals would not fail at least for the lack of financing. The customer financing was unique, nobody else has similar.

To my big surprise job applications began to flood from Vaasa. Half of the the sellers chosen by me were six laudatur´s secondary school graduates and seven of them were already economics students. The applicants were less than 175 cm tall, except one Ville and one tall Heidi. All of them were enthusiastic to make hard selling for 100 days with me. They wanted to learn to make deals and to get a genuine sales experience for their studies. I had it.

I hired one already distinguished top-seller at the field, Kimmo from Jyväskylä to show the way for novices. I got a top-seller Harry from Kuusamo Spa Resort beside me as a sales manager and as a closer (take over). Harry became a partner, sales manager and a closer competitor for the sales competition in summer of 1992, which was declared open with “The days of Thunder” –song at every morning meeting ― Our daily mantra!

The lump in the throat no longer existed as I walked to the shore of the sea. Vice versa. Everyday was like laughing gas, to which it was nice to wake up to. We worked firmly and we competed against another in a healthy way. During that summer I broke all the sales records of the field. The business was so good immediately after mother´s day, that the piccolo champagne bottles first ran out from of Alko liquor store of Kalajoki, then after a short time it ran out of all the nearby ´Alko´ –stores within radius of 300km. All the actions succeeded and all the sellers excelled themselves. We made sales history. I also made my own record as a closer, which still stands.

We were able to drink from the Holy grail, which is found extremely rarely.

At least it may be searched for if you stay in your comfort zone. In order to challenge yourself, you have to strive out from your comfort zone.

The more often you make this the more you develop and succeed in demanding sales matters. You walk over difficulties and you are able to make sales, which you have not experienced before. At the same time you make history ― by winning yourself!

Buildt The Product, Develop Your Know-How

The product must be good and it can also be improved. The initial innovation of the product or service can be supplemented along the way. It is possible for you to improve the service or the product several times based on the feedback, that you have received from the customers. Sell advantages and benefits to your customer, keep ears open and make notes. You get ideas from your customer, with which you can develop the product and mason your know how.

I give a heavy example. It comes from a man, who has made millions with his innovations in Oulu.

Professor Seppo Säynäjäkangas is a legend from Oulu and a wealthy gentleman. I met him recently in mexican restaurant Amarillo in Arina. Seppo promised that I can quote his words to my book. We became friends when I was founding a new limited company for football team AC Oulu.

The founder of Polar Electro and the developer of Polar heart rate monitor Seppo Säynäjäkangas is one of the biggest shareholders of AC Oulu. He also takes part in the background groups of AC Oulu and sits on the football council.

About a year ago we were at a meeting of the club with board members and other businessmen from Oulu discusssing the financial issues. The head coach of the team talked about the management of the team and showed his own visions.

The wall was plastered with the pages torn from the flipchart. Seppo Säynäjäkangas listened at the end of the table and almost fell asleep during the presentation, which lasted for an hour or so. The meeting was the first one he took part in. When Seppo´s opinion about the presentation was asked, he kind of woke to the discussion and stated:

“In my opinion, you should streamline this action a little. I mean your action and your business idea. That is how I feel based on what I have heard.”

When others were listening, professor Säynäjäkangas continued:

“I learned already in the 1980´s, when establishing Polar Electro that the product must be good. And even that is not enough. You have to know how to sell the product and preferably to export”.

After having heard the words of the professor, I thought what a sharp brain and thoughts professor had. Could the matter be said anymore simply and more clearly. I think not. Heart rate monitors of Polar Electro have been sold to countries around the world and the turnover of the company exceeded 200 million euros last year. In addition to this, he has just founded a new company ― named TANGO!

So the speaker´s words have significance and weight value. Also another millionaire emphasises the significance of the building the product. Mr. Donald Trump says in english:

”Building up the product is one of the most important acts.”

As a seller you work in the front line as a scribe. The words of Seppo Säynäjäkangas are the clearest diamond. Write them down on the paper and swirl them in your hands. Burn them to the hard disk of your brain with an emotional branding iron.

Right words and objectives make millions. Build up the product, mason your know-how. Remember the instructions of Seppo Säynäjäkangas:

“The product must be good and know how to sell it, preferably to export.”

Seppo Säynäjäkangas´s thoughts about streamlining are quite like foundation stone masonry. A good seller always acts streamlined:

1) Sells and presents the benefits and advantages of the product or service

2) Tells the matters understandably from the customers opinion

3) facilitates the customer to buy ― Tells clearly what the product or service costs.

STATEMENT – Mr. Tauno Matomäki, stated once, when being an industry leader in Finland: ”It is worth for Finns to export know-how and things abroad, but one thing, which is not worth taking, is a moral stance. Cultural differences must be noticed. When in Rome do as the Romans do.”

START – being the native country´s lion and grind your internal diamond to its clearest shine. Make everyday memorable ― give your everything in sales!

Two Secretaries, No Offers

When I had worked as a holiday ownership seller already for many years, I began to develop new creative solutions to the sales done in my industry. I noticed soon that thousands of Finns had bought a holiday share (timeshare) from abroad on their holiday.

However, they could not use their own club as “a summer cottage” like the shareholders of Katinkulta in Finland did. They only paid expensive service charges and saved their weeks to the RCI-holiday bank and they put shares owned by them (dissatisfied customers) for sale to Holiday Bourse Finland, which was located in Denmark. They tried to get rid of them, one way or another. So it came to my mind, that I would start making fair swap deals first in Finland and in addition to everything I would make those over the phone.

When I presented my thought to my colleagues, they thought it was crazy, but I thought differently. Next I called to Denmark to beautiful middle-aged Mrs. Jette Birkholm, who was the owner of Holiday Bourse Scandinavian A/S company and also the owner of Holiday Bourse Finland.

She had one Finnish girl working there and also she was tired of answering to customer calls in which was asked:

“Is the timeshare sold yet?”

Jette suggested that I would buy her whole business. I thought about her proposal for a couple of days making calculations. I knew that Holiday Bourse had some 4,600 Finns in register, who owned from abroad and wanted to sell.

With the help of my instinct I came through to the conclusion to that perhaps about half of the persons, of the assignments would be active. I calculated that there were 2,500 Finns so that, if I would be able to make part exchange deals with about ten per cent of them even half a million euros turnover would accumulate. Jette wanted to have 15,000 euros, in cash from her tired business.

My business partner Harry did not support my thoughts. Vice versa. He asked me, what was the point paying 15,000 euros for the addresses when no one would buy a holiday share over the phone. However I was sure that the deal would be good, if we would agree on decent terms of payment. With these thoughts I called to Jette and booked a quick meeting to Copenhagen. In the following week I drove to Denmark, a deal as a goal (distance was 2.000km by car from my office).

I took the risk and I made a deal to buy Holiday Bourse Finland. Jette agreed to the fact that I would pay the sum asked by her in five lots within six months. Then there was a problem, which no one in Finland had yet determined, to be solved: How to make a part exchange deals?

I thought about the equation on my journey from Copenhagen back to Vuokatti and ended up with the thought that there is no time for sending offers. I planned in my Porsche 928 that the direct sales had to be done and on the phone. But how?

I started the work by isolating the part exchange sales activity from the holiday resort of Vuokatti. I opened a new Holiday Bourse Finland sales office at Kajaani (36 km from the resort) in to rental facilities, but I did not form a new company. The operation was a part of the Country Club´s business, for which I was the managing director.

Good and affordable office furniture with indoor plants were found from the clearance sale of insurance company Kansa. I asked Sirpa, who was my loyalty person to be my colleague and my secretary. Together we knew a lot of this Canary Island mess. Furthermore, I employed also another secretary, young Mira, in other words ended up with two secretaries.

I wanted to make nothing more than deals, a lot of them. I took as my goal to make 200 deals during the first year with the assistance of my secretaries. My turnover target was 300,000 euros. When succeeding It would return my investment within a year and the system would pay for itself. I would make sales history at the same time.

I motivated myself by setting a A3 sheet in the end of the bed which said: 1000€/day. That much allowed me to make the loan repayments of the company from my desk every day even “with my head just above the mud”. And I wanted to succeed.

I started by making new working tools: a new survey form and a new A4 –cash payment barter form. And lets get started. I presented the matter to my customers this way:

“Hi this is Markku from Vuokatti Country Club, how do you do… I have bought the business of Holiday Bourse Finland. As a new owner I stop giving empty promises, so that your listed share would be sold. I provide an opportunity to transfer the money you have invested abroad back to Finland, by offering you a part exchange deal to Vuokatti, where I have established a new holiday resort.

The service charges, maintenance fees are only half of those in Hollywood Mirage in Tenerife owned by you and you can use the resort year round with one week share including the spa of Katinkulta, whose shareholders we are. Finnish alternative. Are you interested in making a part exchange deal?”

Every single customer got interested. They asked nearly always, if I could send a written offer. I answered that I cannot and I don´t want to. I´m making deals. A customer answered that he cannot make the decision on the phone this fast. I stated that there is no need to. I make deeds with my two secretaries all day long, which I sign and post. All the relevant papers will come to your home and a deal is accepted from my side and has been signed, if you decide to buy, you only return me the signed deed. Many customer answered:

“Have I already bought something?”

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“Not yet”, I answered (above photostream shows my product).

“But to which week you would like to change your foreign possession to, if we reach an understanding about the cash payment, which is from one thousand to three thousand euros depending on the week? Are you more interested in summer or winter week?”

Usually a customer asked for the cheapest possible alternative, to which I then negotiated the terms of payment. I always returned strictly to money and asked how the customer could pay the required cash payment, if they agree.

My next question, proposal was:

“Would it be easier for you to make the decision about the swop deal, if I could give you time for the payment in two lots, so that you would pay half within 2 months and the rest by the end of the year?

If I could act this way, you would be in, or what?” (closing the deal)

In other words I only negotiated about the deal and its terms of payment. In the end I asked all the details of the deal with their identify numbers and with their addresses before I congratulated the customer about making a good deal and wished them welcome for a holiday and as a owner of Country Club of Vuokatti, Finland. Then I passed the paper to Sirpa or to Mira and took the next call for getting a new deal. No offers were send. Deeds were. 38.5% of them returned as signed. I made 192 cash payment part exchange deals during the first year, and all barters by telephone ― awesome, isn´t it?

The turnover accumulated was over twenty times as much as the amount invested and the purchase of Holiday Bourse and OP–bank–loans of Country Club were paid from the cash desk.

I made sales history. I was happy for a reason and I still am. Very valuable experience.

Remember to be creative and enthusiastic. Do not listen to naysayers. Only new innovations and marketing brings new customers. With the help of creativity you get new customers and double your sales easily. If anything, that is worth reaching.

I tell another example about the innovative solution…to appeal your brain more. Nowadays, sales is more and more entertaining.

MIND FRESHENER –The bullet proof way is to remember to be creative and enthusiastic. Only new innovations and marketing brings new customers. Your duty is to accept this remarkable truth, isn´t it?

In the next chapter I will write about: BUILD THE PRODUCT, DEVELOP YOUR KNOW-HOW!

Blonde Who Forges With A Will

As a second example I tell about a genuine blonde, whom I met in telemarketing. She had recently remained as a single parent for her five year old son and sought to be a telemarketer.

In  spite of her situation this peppery blonde ploughed tracks everyday to others and showed with her example, how deals are made. Even though selling abilities were yet not at the highest level, she made everything with a strong will. The girl took calls with a quick pace, no matter if she was rejected or not. Already after the first sales month I had to state that an unique will in a cell level, which was radiating from one day to another was found from that 165 cm body of a girl from Sotkamo, Finland. My colleague was an extremely hard, willing, and happy young woman, who definitely rises to the seller´s sky as a diamond, among the legends.

TWO SECRETARIES, NO OFFERS

In the next chapter I will tell you a stunning real-life-sales-experience. A challenge, which I completed greatly with two secretary – for Taurisol I´ll have three secretaries, and no offers!

Do Not Judge By Appearance

I have met an innumerable amount of people during my selling career. Many customers and sellers have stayed in my mind along the journey, especially one male customer and one female seller. I want to tell about them as a teaching example and originator of thoughts. Customer first.

As a timeshare seller I established the very first international RCI holiday resort in Vuokatti, Finland in 1993. I worked as a managing director and as a sales manager of Vuokatti Country Club –holiday resort for three years.

During those years we won an international R.I.D –prize, which is admitted for small holiday villages from good customer service. Wall plates are still at my office.

When we started up sales, there were eight sellers working like Trojans in one shift and two of the best customer suppliers in Finland got customers to our presentations at the rate of 20 couples a day. The rule was that individuals living in a relationship like marriage, were not taken to a presentation alone. It is a fact, that big common decisions cannot be made unless both are in.

One June day a bachelor of about 60 years old led his bicycle on the winding road of Vuokatti slope. The sellers smiled at the office that what a great customer is coming.

“Markku surely : ) presents and makes a deal”. I told to my colleagues that you will see, that chap might even buy. I promised to present quickly by arranging “a courtesy tour”.

Even my own belief meant to stagger a little, but I surveyed the customer´s holiday behaviour and his genuine interest. I offered coffees and made things easy also otherwise.

I presented our holiday houses straightaway. The man pricked up his ears, when I was telling about my unique, new innovation, which meant that our holiday village was like an ´Officers Club´, where you can enter everyday, even thought you would not own more that a one week share of Vuokatti Country Club. Besides that the real estate company has spa– holiday– and golf shares worth a million in Katinkulta, which is located next door and with which you can enter also to Katinkulta.

He asked if there are buying restrictions. Also could he buy, as our boys had been asking him to find a wife and he doesn´t have one. He was also interested to know if he can come for a holiday sometimes at other times than on his “own week” and would his name be given to others if he bought a share. I listened to the man carefully and stated:

“John, really good questions. Now when you are a shareholder in Vuokatti Country Club, you can use all the services of the club, because you are an owner. You are also able to come for a holiday in every season by paying only maintenance fee ― also for ´not own´ possession week. All unsold weeks are in use for every shareholder, their relatives and friends with a double maintenance fee.”

After this I took a deep breath and stated with a peaceful voice:

“John, if I promise to be discrete and to say nothing about your membership purchase or your wealth, you would be ready to make a deal for one week, wouldn´t you?”

That bachelor, who walked with an old bicycle answered to this: “Yes, if it is sure that nothing is said to my relatives.”

He was exact about his inheritance money and about money generally. My following question was:

”John, shall we go inside and make the deeds for the purchase?”

At the same time I stretched out my hand as a sign of a deal. He answered already now:

“Yes, let´s go!”

As far as I remember I congratulated the customer with the following words:

“Great, welcome as an owner of a Country Club!”

You surely guess, how the expressions of the other comission–sellers looked like. The day had not even really began, when I had already made the first deal and had shown example to my colleagues. And in addition to everything, the buyer was such a customer, who no-one wanted to take to a presentation, and who was the subject of much grinning at first, as a most unlikely customer…

Never prejudge the customer by appearance. your customer in basis of the appearance. In the sales field the foolishness of the customer´s underestimation has been proved often and in a bitter way.

As one example a lottery winner who appeared in a tracksuit, did not get the kind of service he wanted and therefore bought a Mercedes Benz from a competing store. All the people buy. All sorts of people buy. Your task as a seller is to survey their needs and to estimate the possibilities for a deal based on them. If you are after this still ready to say to yourself that your customer cannot buy, you are in the wrong field.

Never decide for your customer nothing more than that he can buy and you are willing to present and to sell him. You still remember, that I have sold in four minutes to customers who only wanted brochures. Furthermore, I have waited seven hours for a purchase decision from two couples, when I supposed that the men where the buyers.

At last when I asked nervously, that who is buying here, two women took a step forward and told that we are. So we had been without drinking and eating for more than seven hours, because I supposed the wrong persons to be buyers. Good Markku! Bravo!

Everyone makes mistakes, but mistakes can be learned from. In other words it is worth remembering that you should not judge by appearance. It is definitely true, no matter what you are selling.

So do your job, do not suppose. Survey first, even then do not suppose yet, but start writing the deed. The customer surely tells in whose name the product or the service is taken.

My other example tells about a female seller, who also has stayed in my mind indelibly. I will call her Jaana. The story is true, name is not.

YOUR DUTY – Do not assume nor judge by appearance ― the first look, association might lead you into trouble or into wrong waters.