Sales is a Craft!
Ever Had an “Oh Shit” Moment That Changed Your Life?
We all have stories that stay etched in our minds. For many successful sales professionals, these stories aren’t about closing million-dollar deals but rather about the painful (yet powerful) lessons learned through mistakes.
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One such story begins at a quaint antique store called Yellow Shed Antiques in Mahopac, New York—a moment of broken glass, a shattered mirror, and a teenage realization that would spark a lifelong journey of mastering the craft of sales.
Yes, sales is not just a job—it’s a craft.
From Broken Mirrors to Million-Dollar Moments
At just 14 years old, the author of Carry that Quota recounts how a careless mistake at a part-time job—failing to remove a mirror properly from a dresser—led to a costly accident. But more importantly, it led to a priceless lesson. His boss, Larry Moore, didn’t scold or scream. He simply asked them to fix the problem and deduct the cost from their wages.
The silence was more powerful than any punishment. It was the kind of leadership that taught a deeper principle:
“Eventually, shortcuts catch up to you.”
This was Larry’s philosophy—not just in antiques, but in business, in relationships, and in sales.
Fast forward to another day at the same store: a high-end customer walked in—Rolex on his wrist, initials on his cufflinks. Larry didn’t jump into pitching products. He chatted about Brooklyn bars, bagels, and shared a slice of pizza. It was rapport-building in action. By the end of the night, the customer spent over $25,000.
This wasn’t accidental. This was salesmanship—done right.
Why Sales Must Be Treated Like a Professional Craft
Sales Done Right: Trust Over Transactions
If Larry’s story is one end of the sales spectrum, a sales meeting in the Bronx with a disgruntled distributor named Dan Barber was the other. At 23, the author was thrown out of a stale, windowless office after refusing to bend corporate policy for “slotting fees.” The experience was uncomfortable, confrontational, and insulting.
It was also eye-opening.
While Larry modeled what right looked like—professionalism, patience, and empathy—Dan showed what many people fear: the “pushy salesperson” stereotype.
But here’s the truth: great salespeople aren’t pushy—they’re precise.
- They listen more than they speak.
- They solve problems, not push products.
- They earn trust, not just commissions.
Just like lawyers, doctors, and engineers, salespeople must develop skills, follow systems, and embrace integrity. It’s a discipline. A craft.
Key Lessons: What Makes Sales a True Craft?
1. Learn the Right Way—Every Time
Larry’s silent disappointment after the mirror incident spoke volumes. He never had to lecture—his expectations were clear. That’s how true professionals behave. They let actions—and results—do the talking.
Takeaway: In sales, you can’t cut corners. Whether it’s following up with a lead, preparing a presentation, or researching your client’s needs, excellence lies in the details.
2. Learn from the Wrong Way Too
While Dan Barber’s behavior was extreme, it exposed how some clients may see you—not as a trusted advisor, but as a nuisance. That perception must be countered by showing up prepared, polished, and principled.
Takeaway: Every negative experience in sales is a masterclass in resilience, clarity, and self-awareness.
3. Sales Is Precision, Not Persuasion
In one moment, Larry went from showcasing a 60-year-old watch to swapping bagel shop stories, to finally closing a massive deal—all with ease. His precision wasn’t in pitching but in pacing. He knew when to sell, when to connect, and when to simply let silence work.
Takeaway: Sales is less about selling and more about serving. Empathy wins where ego fails.
How to Apply These Lessons to Your Sales Career (or Local Business)
If you’re a small business owner, freelancer, or even a student eyeing a career in sales, here’s what you can do to treat sales like a craft:
✅ 1. Build Trust Before You Sell
Whether you’re selling art, shoes, or solar panels, focus on earning trust. The sale is the byproduct. Your client must feel seen, heard, and valued.
✅ 2. Learn from Your Failures
Don’t let mistakes shake you—study them. Reflect on your last lost deal or rejected pitch. What could you have done differently?
✅ 3. Master Your Environment
Sales doesn’t happen in a vacuum. Know your tools, platforms (like Searchkoro.com), and customer behavior. Prepare like a surgeon before every client interaction.
✅ 4. Focus on Relationships, Not Just Revenue
Long-term clients come from long-term value. Treat every customer like they’ll refer 10 others—and they just might.
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Bringing It All Together: Sales Isn’t a Hustle—It’s a Craft
The stories of Larry Moore and the author’s teenage job at Yellow Shed Antiques reflect what makes a true salesperson:
- Integrity in the little things
- Rapport before revenue
- Consistency over shortcuts
Too often, sales is seen as a fallback career. But in reality, the best salespeople are trusted consultants, problem-solvers, and value creators.
And that’s exactly what we’re building at Searchkoro.com—a community of local businesses that prioritize trust, visibility, and customer connection over spammy tactics or gimmicks.
Whether you’re selling handmade crafts or mobile phones, the principles remain the same:
Treat sales like a craft, and your business will thrive.
💡 Final Thought
“If you asked 10 people to describe a salesperson, would they say skilled, caring, and thoughtful? Probably not. But we’re here to change that.”
So, let’s change it—one honest conversation, one real connection, and one client at a time.
Ready to master your craft and become a trusted name in your city?
👉 Join searchkoro.com today and let your business be discovered, respected, and remembered.
Don’t miss the series:
Is a Career in Sales Right for You? Here’s How to Know
What Does a Salesperson Actually Do?
Pros and Cons of a Sales Career: Is It the Right Fit for You?