| Salespeople are not born that way, they are made. | | | | she does not consider herself a salesperson. |
| Like any other profession, selling is a choice that | | | | I envision her as more a curator of a fine art gallery |
| requires the development of both a skill-set and | | | | who assists her clients with choosing the just the right |
| passion. While an extroverted personality is a plus, it is | | | | work of art. She loves both her work and her work |
| not a requirement. While most casual observers might | | | | environment, being passionate about both. She |
| concede that talented sales superstars are great | | | | understands the relationship between musician and |
| talkers, the reality is that they are far better listeners | | | | instrument, one actually being an extension of the |
| and are empathetic with their customers. | | | | other. Fine pianos are simultaneously wonderful musical |
| Erica vanderLinde Feidner is the consummate | | | | instruments, fine furniture and beautiful works of art. |
| salesperson, although it appears that she does not | | | | She gets it! |
| consider herself as such. She has international | | | | I own a 1915 Franklin piano that is slowly falling apart. In |
| notoriety as a musical genius and fine Steinway piano | | | | fact, I once inquired about rebuilding a new piano |
| expert. However, she sees herself as a matchmaker, | | | | around it's wonderfully-aged soundboard. I enjoy laying |
| seeking to connect her clients with the right piano. She | | | | my hand on the top as my son plays so as to |
| is driven by an passionate understanding of the | | | | experience the vibrations transmitted through the aged |
| chemistry between artist and her musical instrument | | | | wood, the same way my guitars gently vibrate against |
| as a form of self-expression. | | | | me as I play them. It makes you feel as one with the |
| "Successful piano salespeople aren't necessarily | | | | instrument, adding to the experience. This is the same |
| accomplished pianists. Most can play at least a little, but | | | | idea that Erica likely embraces when she pairs a |
| it's not an occupational necessity, or even something | | | | pianist with a fine Steinway. The chemistry must be |
| Steinway looks for in a prospective salesperson. Still, | | | | right. The reward is a lifetime of magic. She seeks that |
| Feidner's playing stood out. Faires wondered if she had | | | | magic! |
| been a concert artist. Even in the brief Chopin excerpt, | | | | Successful salespeople seek to match clients with the |
| Feidner seemed to have the expressive power of a | | | | benefits they are seeking. Doing so requires |
| professional pianist." relates James Stewart in an | | | | understanding, empathy and careful listening. Erica is a |
| extensive New Yorker magazine article. | | | | good example of an idea-seller. She is not tied to the |
| Although I have never met Erica, I was moved by her | | | | constraints of what defines a salesperson, rather |
| stories in the New Yorker and Inc. magazines. | | | | focusing her energies on deeply understanding her |
| Although she has enjoyed tremendous success as a | | | | clients. The by-products are closed sales, lifetime |
| piano salesperson, selling millions of dollars worth of | | | | customers and endless referrals, lots of them. |
| classic Steinway pianos during her career. Interestingly, | | | | |