A Historically Great Saleswoman

When you picture a salesperson, you might think of a slightly overweight fella at a car dealership. Or, a guy in a suit and slicked back hair slinging financial products over the phone.

But, if you’re interested in understanding the greats, you should also picture a woman with immaculate skin and relentless energy rubbing creams and serums onto someone’s face.

That’s the recipe that catapulted Estée Lauder from formulating skin care products in her kitchen to selling them in Saks Fifth Avenue. She patiently iterated on her formulas for years, giving them away for free and collecting feedback, until friends were beating down her door for more.

Many great concepts never reach the mass market, but Lauder refused to let her dreams remain confined. She sold as hard as the legendary salesmen you've heard of—Belfort, Ogilvy, or Jobs.

Estée Lauder went the extra mile, quite literally. Instead of leaving a sample behind, she insisted on personally applying her products to the potential buyers' faces. This personal touch created a lasting impression that no ordinary sales pitch could achieve.

She followed up until she wore you down.

Her efforts resulted in the world’s second largest beauty conglomerate.

Next time you’re selling, channel Lauder’s energy.

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