Some years ago, a young salesman approached me at a seminar and asked me
for advice on increasing his sales. I saw immediately from his long,
shaggy hair
what his problem was. When I asked him about his business, he told me that his
primary customers were businesspeople in offices. He had a good product at a
good price, but he wasn’t making very many sales.
The reason for this was
immediately evident to me.
I told him that if he wanted to be more successful in selling to businesspeople,
he would have to cut his hair. He flared up and said that his hair length should
not make any difference. He liked to “express his personality” by wearing long,
shaggy hair, over his collar. I explained to him that
he could wear his hair as
long as he wanted, but he was trading long hair for sales success.
Immediate Action, Immediate Results
Fortunately, he was a good student. He went out and got his hair cut, but only
a little bit.
Nonetheless, his sales increased almost immediately. So he cut his
hair even shorter. Again, his sales increased noticeably. He finally went all the
way and got a conservative, businesslike haircut. His sales jumped.
He was able to move out of his parents’ house,
get a car, and begin creating a
good life for himself. He was delighted.
But alas! He began to think that his success was solely because of his great
product and exceptional personality. He reverted to his old ways and started
growing his hair longer and longer.
And as his hair grew longer, his sales slowed
down once more.
When his hair was once more over his collar and he looked like a shaggy dog
going from prospect to prospect, he ran out of
money and had to move back
home with his parents. The last time I saw him, he still had long hair. He wore
old clothes and had holes in his shoes. He trudged from appointment to
appointment
with little hope, and even less success.
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