In our Buyer Facilitator training, we believe in fostering genuine connections instead of diving into sales mode. To highlight the importance of this skill, we developed a unique “encouragement milestone.” We send each participant a Starbucks gift card — a simple gesture with a powerful purpose.
Why?
This initiative is designed to inspire real-world interaction, where everyone is encouraged to step out, grab a coffee, and build rapport not only with the barista but also use it as a way to practice one of our core principles.
Our Topaz coach invited participants to share their stories. One particular story stood out — a tale capturing one of these transformational moments, blending candid dialogue, light-heartedness, and the power of genuine connection into an experience that resonated with each training participant.
The First Sip of Connection
Imagine walking into your local Starbucks, gift card in hand, and feeling that subtle nudge by your Topaz Coach to make a connection. That’s exactly what happened with one of our training participants.
After receiving the gift card, they decided to break out of the familiar and engage in a conversation with the barista — a small act that embodied our “connections first” philosophy. The story unfolded with a mix of humor and sincere self-discovery:
“Yeah, I did, I had a good conversation. I mean, it wasn’t anything earth shattering, but, you know, definitely learned some things about them and, you know, their family.
I asked them how long they’ve been at Starbucks, what they’re up to, and what their dreams are.”
It was a fun conversation that even led to a bit of banter about someone actually ‘looking to get out of Starbucks’ — an interesting theme that made everyone in the sales training session chuckle.
This encounter wasn’t just about exchanging pleasantries; it was a deliberate exercise in overcoming the fear of talking to strangers. The participant’s willingness to open up — even admitting,
“I actually don’t love talking to strangers. And I’m like, I need to do this more.”
— highlighting a vulnerability that is essential for personal and professional growth.
The magic of this exercise lies in its simplicity. The gift card wasn’t merely a perk — it was a call to action. It invited participants to step into a scenario many of us often avoid: striking up a conversation with a stranger.
In our sales training and sales consulting work, we emphasize that true connection is not just a skill for closing deals but a way of life. By engaging in small talk, even in an everyday setting like a coffee shop, you develop the ability to disarm and create trust.
Real-World Application: Beyond the Coffee Counter
This Starbucks encounter quickly evolved into a broader conversation about initiating contact in any business setting. The participant recounted how the coffee meeting sparked a mindset shift. The participant went on to expand on their barista experience:
“I was at a men’s retreat this weekend at a resort in Orlando. And I decided every time I got in the elevator, I’d have a conversation with everybody. I would get in, wait for a busy elevator, turn around, and say, ‘Hey, before we get to the lobby, I’d like to meet everybody.’
It was an absolute real thing. I introduced myself to everyone in the elevator, shook their hands, and I said, ‘Listen, I know we’re not supposed to do this in elevators, but it’s more awkward not to talk to you. If anyone is interested, I’d like to buy you a coffee and get to know you better.’”
This willingness to disrupt the norm is at the heart of our Buyer Facilitator process.
Whether it’s stepping into a busy elevator or making that first cold call, the goal is to create an environment where conversation flows naturally. The participant’s bold introduction, which even prompted a humorous reaction from a couple — a mortified husband and a wife excited to get coffee and make a new friend — demonstrates that genuine human connection can transform even the most mundane interactions.
“People went berserk. They actually thought it was the most hysterical thing they’ve ever seen. They loved it. And if not for that Starbucks situation, I don’t think I would’ve done that.
I couldn’t wait to get back in the elevator again because this was transformational. I had so much fun that whole weekend. It made me realize that I need to do this more often.”
The laughter, the shared vulnerability, and the genuine interest in each other’s lives, stories, and challenges are all part of what makes the Buyer Facilitator training so powerful. It’s not about following a predetermined script; it’s about adapting to the moment and forging lasting, authentic relationships.
The encounter also served as a rehearsal for larger professional interactions. In many ways, the coffee shop became a microcosm of a sales call or a business meeting. The participant discovered that the same principles of rapport-building and authenticity apply, regardless of the setting. In sales training, we emphasize that successful sales hiring and effective client interactions hinge on the ability to relate to people on a personal level.
The Ripple Effect of Encouragement
Our encouragement milestone is more than a token gesture. It is a strategic tool embedded within our Buyer Facilitator training that:
- Breaks down barriers: It forces you to step out of your comfort zone and engage in genuine conversation.
- Builds rapport naturally: Whether it’s in an elevator, a coffee shop, or a boardroom, the ability to connect on a personal level is invaluable.
- Transforms mindset: It shifts your focus from transactional interactions to building long-lasting relationships.
So, when you’re handed a Starbucks gift card as part of our training, remember: it’s not just about coffee. It’s about the connections you make, the stories you share, and the transformational journey that lies ahead when you put people first.
Embrace the opportunity. Enjoy the coffee. And let every conversation bring you closer to a world where genuine connection is the ultimate currency.
