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“Let’s Talk Business” with Richard Coles Sales Reflections

June 14, 2017 Headline News, Training No Comments Email Email

One of my roles in my airline career was as a Sales Manager. Two of my favourite sayings were and are:

“Our customer is our competitor’s next prospect – they are just waiting for us to fail”. The other is “we need to build strong, mutually beneficial relationships with each and every customer we come in contact with”.

It’s tough to keep loyal, happy, satisfied customers, but we must try.

The Milk Bottles Story:

When Charles Wilson was president of GE, he was asked by the president of a small US mid-western company how his experience as president of a major company could apply to the president of a very small company.
Wilson answered by detailing a job he had when he was a kid. He worked for a dairy and his job was to fill the milk bottles.
The bottles were different sizes. Some were pint, half gallon and others were gallons. They all had different size necks.
On his way home from a ten hour work day, he asked himself what he was learning. The answer was that no matter what size the bottle, the cream always came to the top.

Point: Improve yourself to become the cream.

“A pessimist sees the difficulty in every opportunity; an optimist sees the opportunity in every difficulty.” – Sir Winston Churchill

Outlook Makes All the Difference:

Many years ago two salesmen were sent to Africa by a British shoe manufacturer. The goal of their trip was to investigate this new market, and to report their findings back to headquarters on the potential of the market.

The first salesman came back with a rather dismal report, “There’s no potential at all here, because nobody wears shoes.”

The second salesman came back with a rather different reply, “There’s massive potential in Africa, because nobody wears shoes.”

When telling this story put your inflection on the “nobody” as it helps to clarify that in a single situation, there are often many ways to look at the outcome.

It’s your choice as to how you interpret any situation, whether you’re looking at it positively with optimism, or as a challenge full of negativity.

I have an offer for you. Access my 6 part Sales techniques radio interview in Singapore via my site. The interview covers many subjects as I’m asked questions about my sales experiences.

Access: Singapore’s 938live ‘Small Talk, Big Returns‘-

In closing, some days are easy–energy is high, the sun is shining, everything seems possible. But there will always be times when the storms come. Things go wrong, people let you down, and pressure is high. Those are the times when you need some inspiration.

“Challenges are what make life interesting,

and overcoming them is what makes life meaningful.”

See you next week.

Richard Coles, Owner of Coles International Training & Consulting, researches, develops and delivers real world learning and organizational solutions to clients’ needs and problems around the world. One area of specialization is Customer Service and leadership initiatives. Richard was in the airline business for over 30 years in prominent roles and worked for the best, KLM, Qantas and Emirates, so understands the travel industry well. To discuss your training needs, challenges, goals and strategy, visit and email Richard on:

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