(I could have picked a more profound movie for this…). In the story of Sindbad, the animated Disney version from 2003, Sindbad and Marina go on an adventure together and fall in love. In the beginning of the film, you find out that Marina always loved the sea and… a little spoiler… in the end she chooses a life on the sea as her future as well. And, in the process, she chooses Sindbad over her originally betrothed, Proteus.

Watching this movie in bed this morning, recuperating from a very exhausting but great few days, I thought about the meaning of it all. And because this is a business and technology blog and I can’t exactly write posts about the meaning of life, I’ll write about what I think it means in a business context instead.

In sales, which by its nature of convincing people to spend their hard-earned cash on a product or service, has a bad reputation, you can either sell a widget (Sindbad) or you can sell a life (the sea). But really you should sell the widget, within the context of the life. So, in other words, the most convincing sales method is to sell an Experience.

Right now, I am sitting at a terrace in the Place Guillaume II in Luxembourg, listening to live music, and drinking my third tea. Had the context been, pardon my French, merde, I would’ve left after the first tea. Had the tea been bad, I would’ve left also. But because the context and the product/service are good, I have become a repeat-customer, at least for today.

I don’t think this is restricted to B2C only. In business-to-business, which is the area I operate in, we also sell services which have to either fit within the context of the customer, or create an entirely, new and better context for him. So, for instance, our financial trust manages certain financial affairs for customers who want to settle down their company or savings in Luxembourg and enjoy certain tax- and other advantages. The context/product combination is even more clearer in this case, as we are in fact offering a country as our product. Of course, we still have to do a good job, but we convince our “Marinas” to come here and work with us, through a big-picture sale.

I hate it when salespeople try to convince me about their product without having considered for one second what the financial or other benefit is for me. And there is an incredible amount of these negative experiences out there, which I think is the primary reason for why sales gets a bad rap. If you instead think of it as selling a cruise on the sea, or, better, an sea-adventure with Sindbad, I think you’ll generate much more positive returns.

Of course, this doesn’t always work for a cheap product like tea, where the margins are so low (actually, I think the margins are at about 70%, but 70% of 2 euros is not a lot) that you would rather sell more, more quickly, than spend too much effort on the context and in the process sell more slowly. The difference is perhaps that with a product like tea, the location matters a lot, which means that you have to spend more on rent and include that in the cost of your product.

End of thought for today. If you’re in sales, sell the experience, not just an expense, and I think your quality of working life will increase. I prefer a happy paying customer than just a paying customer, don’t you?

Vincent

(Picture of The SS Rotterdam returning home from her last voyage)

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