The Turkish Rug Sales Team

Written by Steve Waterhouse


I just returned from speaking in Istanbul, Turkey where I bought, no, I was sold, a rug and inrepparttar process learned that real selling, and especially Team Selling, is alive and well.

The Turkish people are warm and friendly so it was not unusual to be approached by a nice looking, well dressed man in his late 20's as we stood there reading our map. "You are looking for Blue Mosque?" he asked in broken English. "I can show you where entrance is. Come this way." With that he started acrossrepparttar 139409 street and my wife, son Tim and I followed.

As we walked downrepparttar 139410 long sidewalk that leads torepparttar 139411 Blue Mosque, our new friend said, "I am Azad. I am not tour guide, but I show you. You see that building over there? That is family business. After you see Blue Mosque, maybe, just by accident, we sell you a rug. Just by accident." At this point I knew we were in for a great experience that is uniquely Turkish, and we were not disappointed.

The tour ofrepparttar 139412 Blue Mosque was fascinating. We learned aboutrepparttar 139413 thousands of blue tiles that are used to decoraterepparttar 139414 Mosque in place of pictures, which are banned in Mosques byrepparttar 139415 Muslim faith. Azad, who seemed to have a story to accompany each topic, answered every question we asked in wonderful detail. As we leftrepparttar 139416 Mosque we followed our host down a narrow stone alley to an area full of interesting shops. Azad pointed torepparttar 139417 nicest store onrepparttar 139418 block and said, "This is my family store. I show you." We were escorted into a room that was filled with beautiful rugs stacked, rolled and piled neatly in every corner. Azad introduced us to his Uncle, Habib, who ownedrepparttar 139419 store and said that he would like Habib to show us around. With that, Azad left and we never saw him again.

Habib was very well dressed in a blue blazer and starched shirt and he spoke perfect English, which we later learned, he acquired at school in London. "Please, sit." Habib said, motioning us torepparttar 139420 couch. "Before I show you a few of my carpets, it is our tradition that we serve you something to drink. With that, one of his assistance entered carrying a traditional Turkish silver tea service with wonderful apple tea for three. Nowrepparttar 139421 real show began.

Habib told us aboutrepparttar 139422 various styles, materials, patterns and origins ofrepparttar 139423 rugs in his shop. For each type he mentioned, one of his cousins found a beautiful example and flew it out before us. I say 'flew' because that's what he did. He was able to unroll a 5x7 rug and then spin it inrepparttar 139424 air so that it landed at our feet withrepparttar 139425 fringe perfectly straight andrepparttar 139426 carpet unwrinkled. One after anotherrepparttar 139427 rugs were spread out before us until there were easily several dozen rugs of every possible description piled onrepparttar 139428 floor. Finally, Habib asked, "Just so I can get a sense for your preferences, can you tell me, if you were to enjoy a Turkish carpet in your home, what size would fit best?" Gina and I agreed thatrepparttar 139429 5x7 would be best for a floor rug.

Smash the Window!

Written by Steve Waterhouse


Doing what it takes to makerepparttar sale

It was 7 am when I opened my office door and saw my boss sitting at my desk. He had just two words for meÖ

The day before had not gone that well. First, I was late meeting my local rep, Bill, for breakfast. We choked down a few eggs and waited so long forrepparttar 139408 check that I thoughtrepparttar 139409 waitress had gone home. Finally, I tossed my briefcase inrepparttar 139410 back of Billís SUV and we headed out towardsrepparttar 139411 IBM plant. Youíve been there, so you know what happened next. Whenever you are late,repparttar 139412 traffic is unusually bad. As I stared straight ahead, Bill, who had only been representing us for 6 weeks, was trying hard not to ruinrepparttar 139413 day by jumping down my throat. Finally, we reachedrepparttar 139414 visitors lot with 10 minutes to spare. We both knewrepparttar 139415 4 engineers and two buyers, who had reluctantly agreed to see us, had no patience for lateness. As I jumped out ofrepparttar 139416 Jeep, I hitrepparttar 139417 electric door lock and ran torepparttar 139418 back gate to get my briefcase. Bill said, ďDid you just lockrepparttar 139419 doors?Ē

Ok, so Iím an idiot. But how was I to know that in Texas they donít lock their cars and they leave their keys onrepparttar 139420 floor mat! With 8 minutes left to get torepparttar 139421 meeting and my presentation locked inrepparttar 139422 SUV, I flagged downrepparttar 139423 security truck. I was hoping he had one of those metal straps that cops and chop-shops use to get into cars in a nanosecond. No such luck. All he had was a tire iron.

The next few second seemed like slow motion to me. I grabbedrepparttar 139424 tire iron and, in one fluid motion, I smashedrepparttar 139425 back window, grabbed my briefcase and returnedrepparttar 139426 tool torepparttar 139427 security truck. Bill looked likeÖ he looked like a guy who had just seen his brand new expensive toy vandalized in front of his very eyes. I just started walking torepparttar 139428 main building. Quickly!

This stuff happens. If youíve spent any time inrepparttar 139429 field as a sales rep you have suffered through a disaster or two yourself. (byrepparttar 139430 way, Iíd love to hear about yours if you care to send them to me. Let me know if I can share them.)

Iím no psychologist, but Iím told that Dr. Phil, Dr. Laura and Oprah all giverepparttar 139431 same advice: They say, ďItís not what happens to you that matters, itís what you do about it.Ē So whatísrepparttar 139432 plan? For me itís a 5 step process that we can apply to our sales lives and beyond.

First, anticipate potential problems early. Whether itísrepparttar 139433 possibility ofrepparttar 139434 demo crashing, four extra people showing up forrepparttar 139435 meeting, or a traffic delay onrepparttar 139436 Long Island Expressway, itís our job to plan ahead. Have breakfast nearrepparttar 139437 clientís site rather than atrepparttar 139438 hotel. Leave extra time for traffic. Double checkrepparttar 139439 demo systemrepparttar 139440 night before. Youíll know what to do if you think about it.

Second, have a plan B. This is especially true forrepparttar 139441 two Tís: Travel and Technology. Neither can be predicted with certainty. I remember Windows 98 crashing during Bill Gates' demo at Comdex, do you? And who among us hasnít missed a flight due to weather orrepparttar 139442 mysterious Ďmechanicalí delays? Bring a spare system forrepparttar 139443 demo. Have someone else who can giverepparttar 139444 presentation (sendrepparttar 139445 slides ahead via email).

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