Thursday, January 17, 2008


The Sharpener: "What do you mean I'm not a sharpener any more? I sharpen every day!"

Me: "I know you do, but now your customers view you as a consultant, not just a sharpener. You've reached the next level!"

This is a short excerpt from a conversation I had with one of my students just the other day. He was talking about how the number of his scissors sales has been going up, but he really hasn't been doing all that much different. What he didn't realize is that his business has evolved, his customers view him differently.

Are you selling shears now? Not having much luck? It may just be that your customers are still building a relationship with you. Trust takes time, and trust leads to sales. This sharpener has earned the title of "scissors consultant" because he has proven time and time again that he does good work and knows shears.

So don't give up if you're not happy with your sales results! And don't try to speed up the process, it never works! Keep doing good work. Keep doing what you say you will. The trust will come and the sales will follow.

If you like this post, be sure to visit my other blog:
Learning 2 Network

1 comment:

  1. Jim - I'm reading a great book right now that among other things talks about the power you have when you become the recognized guru (consultant). Give it a look if you get time:
    "Persuasion: The Art of Getting What You Want by Dave Lakhani"

    Mike F.