The Sales Process
sat•is•fy n. to gratify or fulfill a need or desire.
- 85. I don't need you, I want you. Before I describe the sales process, I would like to remind every employee that I have invited you to join me on my journey. You are here by choice. This is a free association of men and women who are dedicated to building The Advantage Co.'s future. It is a future filled with career and annuity opportunities. I hope that each and every one of you is able to reap the benefits of our extraordinary effort and success. If you do not understand that you are part of this building process, then you miss the point of your employment. Please do not think you are here for some specific task other than our growth and prosperity.
- 86. Advantage 'Magic'. You are not here to sell televisions or sneakers; you are not here to fix VCRs or install car radios; you are not here to do anything other than sell The Advantage 'Magic'. Now, it is important to realize that you can help sell the 'Magic' by doing all the tasks I mentioned above properly, but you can not forget that your job as a merchant truly is to sell The Advantage ' Magic' 24 hours a day. You are The Advantage. You are responsible for our reputation. If that is too much of a burden to carry with you day and night – I understand – The Advantage is not for everyone.
- 87. It takes genuine humility. The foundation of our success in selling The Advantage 'Magic' is that there are some of you who understand, believe, and sell it as a matter of fact wherever you are. You are proud of The Advantage, and it shows! Let people share in our future. That's what selling is really about – informing and sharing. In the retail arena, I have come up with a specific strategy for success. Please learn it, follow it, and build on it. Remember that you are here to greet and sell the customer. Greeting them is a vital part of the process.
