John Warner Author

Tales of a Sweet Salesman.

The Gentle Gentleman

During the seventies, I was taught the art of selling by a gentleman called Bill Glover, a gentleman, small in stature, polite, quietly spoken and immaculately dressed with pure white wavy hair, with the faintest aroma of “Old Spice.”

In those days the job description was Traveller dating way back. Before my outdoor training took place I was presented with a large black sample case containing 30 small boxes of boiled sweets which the company produced.

This would be with me every day for the next few years I worked for the company, the sweets being replaced periodically for freshness.

My first-day training on the road took place in the `Pear Tree` District of Derby, a myriad of streets with terraced houses and a shop on the end of almost every street, a salesmen’s paradise. During this time, I would learn something that would remain with me for the rest of my long career in sales.

Our first call this particular day was a small shop on the corner of one of these many streets. Taking up the whole corner, the shop was typical of its day, the front room of the house. As we entered, the smell of sweets wafted around the shop. In front of us was a large, highly polished counter on which stood a large counter shelf display of Chocolate bars; Kit Kat- Cadbury Dairy Milk, Aero, Frys Chocolate Creams, and a show each side of boxes of Chocolate.  There were shelves of glass jars at the back of the counter, with Sherbet Lemons, Humbugs, Bon Bons, Sherbet Crystals, and many more.

As we sat outside in the car, Bill took his diary from his briefcase, he flicked through the pages to the previous month, read a little, closed it gently and placed it back into his briefcase.

We went in to see Mrs. Sharp, yes I remember the name, and Bill shook hands- introduced me and gratefully accepted the offer of a cup of tea.  For the next hour, I was in awe of this unassuming gentleman. With a calm, caring voice, Bill began the conversation by asking how Mrs. Sharpe’s daughter was after her operation a few weeks ago. Mrs. Sharp, clearly taken by this man’s memory and caring attitude, explained all about the events of the past weeks. Bill listened with concern offering moderate comments where needed and showed genuine interest.

After a suitable period had passed Bill firmly but with compassion, expertly guided Mrs. Sharp from her woes to a position in which to place her order, which was why we were there. Back in the car and looking straight ahead, Bill held his diary slightly aloft like a preacher holding his Bible and said, “this is my livelihood, an essential tool for keeping customers.  I record all my conversations with customers’ an example being Mrs. Sharp and her concerns regarding her daughters’ health”. He turned the page and continued,

“A few weeks ago in conversation, Mrs. Sharp voiced her concerns regarding her daughter’s upcoming operation. After I returned to the car, I opened my diary and recorded the conversation.” I was full of admiration for this man- a sweet traveller for sure; a soft – gentle man who not only recorded what his customer had told him for his gains but had also used it to comfort the person with genuine compassion.  The trust and friendship this built with the customer were unbelievable, and as Bill said, It provided some protection from competitors, a tactic I have used to this day, and each time I do, I think fondly of Bill, a Gentle Man.

Thank you for reading this blog, I hope you have enjoyed my memories of such wonderful times.

Bless you, and I wish you what I have, people around you… who care.

John Warner Author/Creator The Tales of Padistan Bear

www. jwgratitude.com

http://www.padistan-bear.com