I never imagined that a quiet shikara ride on the serene waters of Dal Lake in Kashmir would end up teaching me some of the most impactful lessons on sales.
It all began when I was scheduled to conduct a workshop for a global chemical company in Srinagar. As someone who had never visited Kashmir before, I was excited, not only for the professional opportunity but also to experience one of India’s most picturesque destinations.
Once the session was wrapped up, my team and I headed out to explore. The first thing on my list was the famous shikara ride. What followed was a masterclass in sales, led not by a business guru or sales coach, but by an old craftsman on a floating houseboat.
Some of the best lessons in life come disguised in simple, everyday experiences. That day was one of them.
1. Be Enthusiastic. First Impressions Matter.
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As our boat approached the houseboat, a lean old man stood there to welcome us. He had a radiant smile, a twinkle in his eye, and an unmistakable sense of warmth. His energy was magnetic.
It was not about the size of his shop or the price tags on the items. His presence made us feel welcome. That was all that mattered.
I realised that in every professional interaction, energy speaks first. You do not need the fanciest tools or the deepest credentials to make an impression. What people feel about you often starts with the enthusiasm you bring into the room.
In sales, in leadership, or in learning facilitation, people remember how you made them feel. Your presence often carries more weight than your pitch.
2. Be Engaging. Make It Memorable.
Inside the houseboat, we were shown a variety of wooden crafts. From tiny carved boxes to detailed models of shikaras, each piece told a story. But what I remember most is the cigarette box.
The old man asked, “Do you smoke?” I said no. He handed me a cigarette box and asked me to open it. I tried hard, but I could not. Then he handed the same box to my friend who said he did smoke. My friend opened it effortlessly, and we all laughed.
It turned out the craftsman had secretly pressed a hidden latch before handing it over. His sleight of hand was subtle, but the emotional impact was significant.
He turned a basic product demo into a delightful moment. That is the power of engagement. He broke the ice, lowered our guard, and created a shared memory.
Great salespeople do not just speak. They create moments that people remember long after the sale is done.
Also Read: 10 fool-proof ways to ruin your presentation
3. Be Educated. Be a Guide, Not Just a Seller.
As we walked through his products, the old man explained how each item was made. He showed us the difference between walnut wood and cheaper alternatives. He explained how to spot authenticity. He warned us about common scams in the market.
He did not speak like a seller. He spoke like a friend who wanted to help us.
And in that moment, we trusted him. Not because he asked us to, but because he earned it.
In the corporate world, trust is everything. When clients or colleagues know you have done your homework, when they see you sharing knowledge to empower rather than impress, they listen.
Being well-informed is no longer optional. It is the bare minimum if you want to lead, sell, or teach effectively.
Also Read: How to build a high-performance team
4. Be Expansive. Give Without Expecting.
As we prepared to leave, we thanked the old man for the experience. He asked, “Would you like to take a small gift home?”
We hesitated. We did not want to accept something we had not paid for.
He smiled, picked up a small wooden piece, asked for the names of our family members, and in under two minutes, chiseled out a lotus with our names carved into its petals.
He said, “This is from the people of Kashmir.”
It was not about the product. It was about the gesture. It made us feel special.
That is the heart of great sales. When you stop thinking of people as transactions and start treating them like relationships, the impact becomes exponential.
Every one of us ended up buying something from him. Not because he sold to us. Because he touched us.
In today’s fast-paced, hyper-digital workplace, we often forget that a genuine, human connection can drive more results than a well-polished sales script.
Related Reading: 4 Popular Myths About Motivation
Bonus Lesson: The Power of Storytelling
That cigarette box story? I still share it with colleagues and clients.
Because what the old man really taught me was the power of narrative. People forget facts. But they remember how something made them feel.
In sales. In leadership. In training. This is the edge that defines real impact. Storytelling is not just for authors or speakers. It is a tool that every professional can and should learn.
What It Means For Workplaces Today
The corporate world is always looking for the next big framework, tool, or system. But what if we paused for a moment and went back to the basics?
Being enthusiastic. Being engaging. Being well-informed. Being generous.
These are not complex strategies. But they are powerful.
For leaders managing diverse teams, for trainers trying to create lasting impact, for HR professionals navigating hybrid culture, these principles are incredibly relevant.
They help us connect better. Communicate better. Influence better.
They remind us that in a world flooded with automation and efficiency, the human touch still matters most.
Final Thought
The old man on the shikara did not know anything about conversion funnels or quarterly targets. But he knew how to make someone feel seen. Heard. Valued.
And in doing so, he accomplished what every sales professional strives for.
He did not just sell. He served. He delighted. He connected.
That, to me, is what it truly means to be a sales sensation.
