Main Dish or all the Trimmings?

Last Year on the Wednesday before Thanksgiving after leaving work, I was asked to take my daughter to our local grocery store and pick up some essentials. I worked in retail for 14 years, so of course I knew what I was in for!!

 So I rushed through the crowd getting what I needed and ventured up to the line – In front of me was a young lady and in her cart was a HUGE turkey. Upon waiting in line I discovered she was an employee with a family of 6 that just ended her shift and was purchasing a Turkey for Thanksgiving.    

Then her supervisor walked up to the young lady and asked a few questions, the lady was visibly embarrassed and finally the supervisor said, “Go get everything else you need and I will buy it for you and your family! Turkey is not enough for Thanksgiving.” This young lady was using the only money she had to purchase a Turkey and she was not able to afford the side dishes, but the supervisor opened up her heart to help out. 

Many of you may be asking – How does that relate to Sales?

Simple – Many times we see prospects for what they have in their “carts” (what they ask for) but we may not attempt to find out if they have all the “side dishes” (What they would like to have). So during this holiday season will you help the customer with the main dish, or will you go out and make sure they have the whole meal?