Cutco, the Flea Market, and the Heart of Sales

When I was in elementary school, my parents ran a small import export business on the side. Every Saturday before sunrise, my mom and I would load the car with boxes of goods from India and head to the flea market. I can still picture those mornings clearly. The smell of masala tea filled the air, the sun just starting to rise, and my mom’s calm voice reminding me that connection always mattered more than the sale.

At first, I was shy. I stood behind the table, unsure of how to speak to strangers. But I watched my mom and learned. I watched how she looked people in the eye, how she listened, and how she made every customer feel seen and valued. She spoke to each person like they mattered, whether they bought something or not.

Soon I started trying it myself. I learned to talk to the abuelitas looking for a gift, the college students searching for something unique, the young parents hoping to bring a touch of culture into their home. Every conversation taught me how to listen for what someone really wanted and to understand their why. I realized early on that sales was never just about the product. It was about people. It was about trust. It was about connection.

That foundation became even more important a few years later, after my senior year in high school. My parents lost everything and had to file for bankruptcy. It was one of the hardest seasons of our lives. I wanted to help, so I took a job selling Cutco knives. It was my first official sales job. I did not go door to door. I built my business through referrals, starting with friends and family and expanding from there.

I remember sitting at kitchen tables, doing product demonstrations, and realizing how those same lessons from the flea market still guided me. The key to selling knives was never about memorizing the pitch or reciting product features. It was about connection. I learned to build trust, to tell stories, and to find the common ground that made people comfortable. I saw how empathy, curiosity, and confidence created relationships that lasted far beyond a single transaction.

Those experiences shaped everything I know about sales leadership and the mindset behind authentic sales. They taught me that no matter how much strategy or technology evolves, the human element will always be at the center. Whether it is a product, a service, or an idea, people want to feel a sense of meaning in what they choose.

Today, as a sales keynote speaker and coach, I work with teams across industries to rediscover that truth. Sales is not about pushing. It is about serving. It is not about convincing. It is about connecting. The best sales professionals know that success begins with empathy, trust, and genuine curiosity about the person across the table.

Sales Leadership Tip: Connection Over Conversion

This week, take one conversation and focus entirely on connection. Listen without an agenda. Ask questions that help you understand someone’s needs, goals, and motivations. Sales leadership begins in those moments when we pause to listen rather than rush to perform.

A Courageous Approach to Sales

True sales leadership starts long before the pitch. It begins with how you see yourself. If you do not believe in your mission, your product, or your value, no one else will. Confidence is not arrogance. It is grounded conviction in the purpose behind what you do. When you show up with clarity and authenticity, your energy speaks louder than any slide deck.

Every great salesperson is first a great listener. Every great leader is first a great learner. The courage to lead in sales means caring more about people than performance and remembering that your presence is your greatest sales tool.

The Mindset Shift That Changes Everything

Reframe your goal from success to service. Instead of asking, “How can I get them to say yes?” ask, “How can I help them feel seen and supported?” This small but powerful shift moves you from pressure to purpose, from transaction to transformation. When you lead with heart, selling becomes a human exchange of trust and value.

Behind the Scenes

Recently, I spent time in Washington DC with the incredible Lightbridge Academy corporate team and franchisees. Their culture of care and community reminded me how powerful it is when purpose drives performance. Watching their leaders show up for one another reaffirmed why I love this work.

As I prepare for upcoming sales kickoff meetings, I continue to help teams rediscover their authentic edge. Together, we explore how to sell from the heart, lead with courage, and connect through purpose.

Final Thought

The flea market taught me how to listen. Selling Cutco taught me how to believe in myself. Both taught me that people do not buy what you sell. They buy how you make them feel.

If you want to strengthen your team’s sales mindset or bring authenticity back into your sales culture, reach out. Let us work together to help your people rise through every challenge and lead with heart.