way. We finish our meal, and as we linger over coffee

she tells me about someone in her network who could

use my expertise. She suggests that I call this person

and offers to introduce me by making a phone call

first. That’s the kind of relationship I have with my

customers. I’m more than just a salesperson—they

see me as a valuable consultant, a problem solver,

someone they depend on.”

Gardener chuckled. “Now

you’re getting it. Keep working

it—how do you feel about that

picture?”

“Really good; it has meaning

for me,” Marsha replied.

They continued walking. At

the top of the path a young

woman waved at Gardener and

Marsha. “Oh, that’s Maddie, my

daughter,” Gardener said, waving back. “She helps out

on weekends when she can get away. She’s pretty busy

with her friends and school, but she loves the place.

The day I bought it, she called and said, ‘I want to be

employee number two in your new gardening

34

SPROUT!

EVERYTHING I NEED TO KNOW ABOUT SALES

Sales is not just about

numbers, it’s about

people. Take care of the

people in all your

accounts, and their sales

will bloom for you later.