Want to have a better understanding of what truly motivates people when they are looking to buy? In this Pocket Sized Pep Talk I’ll not only give you the answer, I’ll share one of my all time favorite poems while doing it!
Originally Published: October 19, 2022
Rob Jolles (00:00):
Want to have a better understanding of what truly motivates people when they’re looking to buy. Let’s have ourselves a pocket sized pep talk, and I’ll not only give you the answer, I’ll share with you one of my all-time favorite
Introduction (00:13):
Poems, a pocket size pep talk, the podcast that can help energize your business and your life with a quick inspiring message. Now, here’s your host, Rob Jolles.
Rob Jolles (00:28):
When I was recently working with a group of sales professionals, the discussion broke out that represented an interesting moment of truth. I was trying to convince this group that they were too caught up in the features of the product they were selling. I was trying to convince this group that these products, these things weren’t as important as they thought, but this group seemed a bit insulted and they took a great deal of pride in their products. They didn’t like hearing that they were selling me things. They tried to explain to him that people don’t want to be sold things. They want to be sold what these things represent As I tried to explain to them that I needed to hear the value of their product, they tried to elaborate on the intricacies of the features of their product. I finally had heard enough and I reached for my secret weapon. And my secret weapon is a poem that was given to me about 25 years ago. It came from a 1941 Sears sales publication, and its timeless message dealt with the exact concept I was trying to explain to the sales professionals.
(01:40)
It clarified the difference between a thing with all of its many features and a benefit that that thing represents. After you hear this poem, you’ll understand what I was trying to say. So here it is. From 1941, the poem’s called “Don’t Sell Me Things.” Don’t sell me clothes. Sell me a neat appearance, style, and attractiveness. Don’t sell me shoes, sell me foot comfort, and the pleasure of walking in the open air. Don’t sell me candy. Sell me happiness and the pleasure of taste. Don’t sell me furniture. Sell me a home that has comfort, cleanliness, and convenience. Don’t sell me books. Sell me pleasant hours and the profit of knowledge. Don’t sell me toys. Sell me play things to make my children happy. Don’t sell me tools. Sell me the pleasure and profit of making fine things. Don’t sell me tires. Sell me freedom from worry and low cost per mile.
(02:47)
Don’t sell me plows. Sell me green fields of wavy wheat. Don’t sell me things. Sell me ideas, feelings, self-respect, home life, happiness. Please don’t sell me things. If you ever come to my office, you’ll see some interesting things on the wall. I’m very proud of the pictures the book covers, the various mementos and a few other things I hope will motivate the people who come to visit. What they don’t see are the few things that are taped on the back panel of my desk that only I can see. These are the items that motivate me. I have this trusty poem in a prime location on the back panel, and every time I read it, I appreciate the simple wisdom in those words. I hope you do too, and if you’d like a copy, shoot me an email, rob jolles.com.
Outro (03:48):
Thanks so much for listening. If you enjoyed today’s show, please rate and recommend it on iTunes, outcasts, wherever you get your podcast. You can also get more information on this show and rob@jolles.com.