Author: George Todorov
Tale of the Old Trader Sellim and His Son
The famous in all of the Orient teacher of all traders, Exer, received an invitation from the rich and wealthy trader called Sellim to be his guest. On the arranged hour Exer appeared at the arranged place. When he stood in the huge foayer in the palace of his host, Exer asked:
- How can I help you, respected Sellim?
- Welcome, dear Exer. I believe that knowledge and experiance will help me find a solution to the problem that tortures me for several full moons now… My son, Master, is already on a serious age, in which he is supposed to take some of my job on his back, to learn some of our craft and, if God wishes, to inherit my business. Unfortunately, he does not understand a thing about trading and this tortures my heart! – said with a sigh the old Sellim and with a trembling voice asked:
- Exer, will you give him some directions, will you teach him? I will pay you kindly. You just take a look at him.
The wise Exer agreed and went home. In the morning he returned to Sellim’s palace and spent the whole day in the company of his son. He told him many stories and he gave him many pieces of advice. The same thing repeated the next day. In the end of the second day, when the moon appeared behind the sandhills in the distance, the wise Exer entered Sellim’s chambers. The old father, powerless in front of his worries, started questioning the Master trader:
- So, glorious Exer, can my son work with numbers? – he asked.
- No! – answered Exer.
- I understand. So maybe he is good in organizing people?
- No! – replied Exer again.
- That’s sad. But probably he’s good in negotiating?
- No!
- I see. So he’s strong in observations?
- No!
Then the old Sellim looked Exer in the eyes with the sharp look that only the wise people of the desert bring in their eyes and with sorrow in his voice said:
- So he can’t be a trader?
- Oh yes, he can! – with a sincere laugh said Exer.
- Then either I am a crazy old man, or I don’t understand a thing! – said Sellim.
- I will explain! Your son can not perform any of those things you, dear one, listed. But these things are learned during all your life and it is not a tragedy if a young man doesn’t know them. Your son knows the most important thing, the thing that can not be learned and that is the most precious gift from God for every trader. He can listen and more importantly, to hear. Words reach his mind, and during those two days I was convinced that they touch his young heart as well. The rest he will learn, either from us two, or from life and experience, be sure. So don’t worry and sleep well. The boy has the feelings and the approach of his father towards people. He will become a good and wealthy trader!
The old Sellim sighed deeply with relief, which showed the burden that was taken from the shoulders of the loving father.
Business conclusion:
When we should perform a sale, no matter what we sell, we have to remember that the skill to listen and understand what are the needs of the person in front is the key to successfull sales. To be able to hear what the others’ interests are towards us and how big they are is the skill unknown to many traders.
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