• The Salesman and the Shepherd


A shepherd was herding his flock in a remote pasture when suddenly a brand-new BMW advanced toward him, out of a cloud of dust. The driver, a young man in a Broni suit, Gucci shoes, Ray Ban sunglasses and YSL tie, leaned out of the window and asked the shepherd, “If I tell you exactly how many sheep you have in your flock, will you give me one?”

The shepherd looked at the man, then looked at his peacefully-grazing flock and calmly answered, “Sure.”

The young man parked his car, whipped out his notebook and connected it to a cell phone, then he surfed to a NASA page on the Internet where he called up a GPS satellite navigation system, scanned the area, and then opened up a database and an Excel spreadsheet with complex formulas. He sent an email on his iPhone and after a few minutes, received a response. Finally, he printed out a 150-page report on his hi-tech, miniaturized printer then turned to the shepherd and said, “You have exactly 924 sheep.”

“You’re absolutely right! Go ahead and take one of the sheep”, said the shepherd.

He watched the young man select one of the animals and bundle it into his car.

Then the shepherd said: “If I can tell you exactly what your business is, will you give me back my sheep?”

“OK, why not” answered the young man.

“Clearly, you’re a salesman, selling business consulting services,” said the shepherd.

“Well, you’re right,” said the young man, “but how did you know that?”

“It was easy,” answered the shepherd. “You showed up here even though nobody called you. You want to get paid for an answer I already know, to a question I never asked, and you don’t know anything about my business. Now give me back my dog!”

And THAT, folks, is why so many people dislike sales and salespeople. Sales is NOT about telling prospects about facts and figures. It’s NOT about “presentations”. It’s NOT about convincing people to do things they don’t want to do. It’s about having great conversations with people, asking tons of questions, listening very carefully and providing solutions to help the prospects get rid of something unwanted or acquire something deeply desired!

That’s it!

Good selling!

Love & blessings,


THE Sales Wizard

You can double your sales and income in 90 days or less, GUARANTEED!



Sales Coaching For Small Businesses

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