From Men's Health
“If it’s not a great fit for the client, I refuse to sell it.”
Erica vanderLinde Feidner closed millions in net sales for Steinway & Sons pianos, making her the top global sales company rep 8 years in a row. Most Steinways cost thousands of dollars and are generally a one-and-done product, meaning there aren’t a ton of repeat customers. The reason Feidner was the best? She didn’t focus on the sale—knowing the product and the customer was far more important. “If it’s not a great fit for the client, I refuse to sell it,” she says. Feidner studied everything about the pianos, from competing markets to the guts of every instrument. She observed things about clients. If a guy was an engineer, she showed him how the piano was constructed. If a client had a family, she invited the kids in to try it out. After the “psychological adventure,” she says, only then would come the actual transaction.