Leading Through Connection: A Sales Coach’s Real-World Lesson

Tom Scabareti
Mar 16
2 min read

This morning, my usual train ride took an unexpected turn. Amidst the crowded train, I found myself seated next to a familiar face - the woman who diligently crochets every morning before her stop. Instead of my usual routine of plugging into a podcast and immersing myself in my phone, I decided to engage differently. I struck up a conversation with her, delving into her life, family, upcoming vacation, and even picking up a few crochet tips along the way.

This simple interaction left me pondering its significance, especially in my role as a sales coach. In a world dominated by screens and devices, genuine conversations have become a rarity. Yet, I firmly believe that authentic dialogue forms the bedrock of successful sales. It's not about delivering a rehearsed sales pitch but about connecting on a personal level - listening intently, asking insightful questions, and establishing common ground.

In my coaching experience, I've observed a common eagerness among sales professionals to jump straight to their pitch, overlooking the essence of sales - understanding the customer's needs and offering tailored solutions, even if it means looking beyond their own offerings. So, I encourage taking a moment to set aside distractions, engage in real conversations, and witness the profound impact it can have on building trust, fostering connections, and gaining unexpected insights - perhaps even mastering the art of crochet. If you're intrigued by this 'secret' to sales success, feel free to reach out. I'm always eager to engage in meaningful conversations that spark growth and learning.