The other day I was talking to my friend J.D. Green about sales.
J.D. has been a territory manager as well as trainer and I consider him a long-standing friend. J.D. always has an interesting take on sales and life so I thought I would share a conversation we had recently.
“Lis," he said, "no matter what you’re selling or who is buying, customers all want the seller to put them in the picture and make it be perfect. Perfect. Just the way they want it in their mind. If you can do that, whether you are selling person-to-person or business-to-business, you will be successful because you have shown empathy and you will have catered to their emotions. It’s summed up in a country and western song by Tracy Lawrence called 'Paint me a Birmingham.'"
Here are some of the lyrics:
He was sitting there, his brush in hand,
Painting waves as they danced across the sand.
With every stroke, he brought to life
The deep blue of the ocean against the morning sky.
I asked him if he only painted ocean scenes,
He said for twenty dollars, I’ll paint you anything.
Could you Paint me a Birmingham
Make it look just the way I planned
A little house on the edge of town
Porch goin’all the way around
Put her there in the front yard swing
Cotton dress, make it early spring
For a while she’ll be mine again
If you can Paint Me a Birmingham.
I guess Tracy says it all. Maybe we all need to learn how to Paint Me a Birmingham. Thanks, J.D.