07-14-2012 08:54 AM - edited 07-14-2015 08:22 AM
A self-made salesman takes a few co-workers, home to his house to celebrate their team's terrific month. Upon their arrival he gives them a tour of his huge place. They are awed by the indoor pool, the four fireplaces, three bathrooms, the landscaped yard, waterfall and fishpond out back. They then are shown his massive study with a huge bookshelf. All the books are neatly organized by title.
One his his co-workers with a keen sense of detail asks, "Why aren't there any books between the Malcolm Gladwell's book 'Blink' and all your books starting with the word Sales in their title?"
"Easy," responded the salesman. "I just couldn't find anything that I found at all interesting between 'B and S.' "
Moral of the story. True sales professionals know that being well read helps them close business. If a salesperson's knowledge is too narrowly focused, that individual can become too one dimensional; and as a result, boring. Since people like doing business with people they can enjoy doing business with, a wide spectrum of knowledge can help you as a sales professional, deal with a wider audience of clientele. So, remember, as a sales professional, by opening your mind and broadening your horizons you'll be deepening your pockets.
"There is no such thing as a self-made man. We are made up of thousands of others. Everyone who has ever done a kind deed to us, has entered into the make-up of our character and of our thoughts, as well as out success."
- George Burton Adams