If I told you that we can learn a lot about sales from Dorothy of The Wizard of Oz, would you believe me? Or would you think I had lost my mind? Well, hang on. Because I’m going to tell you what Dorothy can teach us.
Okay, let’s start with Dorothy’s trip to Oz. Along the way she meets a variety of characters – some good, and some bad. From the Scarecrow to the Tin Man to the Cowardly Lion, Dorothy listens to each of their stories and then offers to take them with her.
Sales lesson? Listen more than you speak. She doesn’t tell them about the Wizard until she hears their story. She doesn’t assume she knows what is best for them. And she cautions them about potential dangers – namely, the wicked witch.
She doesn’t hide any information from them. And, she tells them that she doesn’t know whether the wizard can help them or not. She just offers them the opportunity to explore the possibility.
Second, when she meets the wizard and he is mean to her fellow travelers, she defends them. She isn’t afraid to stand up for what is right. Sales lesson? She could have destroyed her opportunity to get home by standing up for the others. However, she put their needs above hers. In sales, it’s critical to care more about helping the customer solve a problem than to focus on gaining business.
Third, when Dorothy wakes up she realizes the value of home. She tells Auntie Em that if she ever goes looking again for her heart’s desire, she won’t go looking past her own backyard. Sales lesson? Continue to nurture the relationships you have with your current clients. There is more business to be gained, more easily. And they are great references.
Let’s all try to be Dorothy. Let’s be curious about others. Let’s be helpful. Let’s continue to deepen the relationships with already have with current clients. Still not sure how to make that happen for YOUR business? Shoot me an email. I’m happy to help. And remember to Seize THIS day.
