Cover Story: The New Art of Selling
“I will never manipulate someone into something they don’t want; it just isn’t good business behavior,” said Waldher. “If you want the repeat business and the referral, you must have their best interests at heart.”
Waldher stumbled on another essential key to 2008 sales success a while ago, when his elderly customers began asking him again and again how they could get the clock on their VCRs to stop blinking.
“I started making house calls after work, not charging anything, just dropping by and programming their VCRs for them. I can’t even tell you how many I did, it’s a scary number. But that was the start of the transition for me,” he said.