A discussion about sales, sales tips and advice, and about those who land the deal

So, here's the conclusion to my thoughts that I started in Part I of this diatribe...

I love Walmart because I've never not been able to find what I'm looking for.  It saves time.  I'd rather find everything I bought today in one place, instead of driving to the movie rental store, then the hardware store, and then to the book store.

The people that work there always seem nice.  I always get greeted as I enter, helped when I'm shopping, and get a nice "thank you for shopping here" when I leave.

It's convenient, aggressively priced, and stocked with everything under the sun.  Plus, it's a great "people watching" location.  The people who shop there - especially the ones who bring their entire families - are fun to observe.

There's an important sales lesson in all of this, believe it or not, and it hit me as I was leaving the store:

"Big" works great when you act "small". 

For instance, Seth Godin lamented about Tom's of Maine selling out to Colgate...he wished that they had stayed the small mom-n-pop company that made them famous.  What he didn't mention was that in their sales contract with Colgate, they retain much of their quirky uniqueness that has made them famous.  Good for them.  It will be a great example of "big" working great by acting "small". Incidentally, I use Tom's of Maine...brushed my teeth with their toothpaste tonight, as did my wife and daughters.  I don't expect any change in the product...the guys at Colgate are too smart to let that happen.

It can work in reverse, however.  "Small" companies can end up acting "big".  Like the guy at the hardware store in Part I of this story.  No personal service, no enthusiasm for his store.  That's my impression of what a "big" superstore's attitude would be.  

The Walmart in my area acts "small".  That's why they're busy.  Nationally, I'm sure that's why they dominate retailing...by acting "small".  

In selling, its not whether you're actually big or small that makes you or breaks you.  It's whether you're acting like you're "big" or "small".  That's what it comes down to, I think.