Today sales expert Kim Duke shares an important sales lesson - with a fun story, like always!
I love to cook! As a kid growing up on the Canadian prairies - it seemed a rite of passage to learn how to cook from your mother. By the age of 12 I could make a complete roast beef dinner complete with mashed potatoes and gravy. Cooking truly is one of the joys of my life!
When I was recently in France, one of my favorite fun things to do was to shop at the local village markets. There's a local market happening almost every day of the week.
We stopped at a table where a man was selling knives of every shape and size. The prices were high but that's not the most important thing to a cook.
What's important?
Having SHARP Knives.
Using my limited French skills I asked...."How sharp are these knives?"
The man looked at me and said nothing. And then he provided a PROFOUND Show and Tell Experience.
First he picked up a piece of paper, held it in the air and cut it into thin, clean strips with short strokes as if he was a fencing expert.
Are You Giving A Profound Show and Tell Experience?
Here's a big hint for you.
People don't like to buy risky things at risky prices from risky people. So if someone doesn't know or trust you - guess what? They think YOU'RE RISKY.
What's One Of The Fastest Ways To Reduce Risk?
Show and Tell. (Notice how the word SHOW comes before TELL?)
Are you consistently...
•Displaying before and after pictures?
•Showing powerful testimonials with names, locations and pics?
•Allowing people to test your product or service?
•Providing samples?
•Using endorsements of celebrities (if applicable)?
•Showing the media coverage you've had?
•Offering a variety of ways for them to "sample you"? ie/ ezines, articles, printed newsletters, video, audio, podcasts, blogs, Facebook etc?
If you're not? I bet you're struggling. And really - selling doesn't have to be a struggle!
What you need to do is evaluate HOW and WHAT you can do to offer your customers a
PROFOUND Show and Tell Experience.
Now...back to France. HOW did the gentleman give me a PROFOUND Show and Tell Experience?
He didn't say a word. Instead he put his hand in front of me - lifted his thumb...
..and proceeded to shave thin shavings off the front of his thumbnail with the knife.
He looked at me with a smile and I looked back with an even bigger one.
SOLD! I bought 3 knives in about 3 seconds.
I was happy and so was he.
Don't be the risky person with the risky product or service and the risky price. Come up with a PROFOUND Show and Tell Experience for your potential customers instead.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Showing posts with label Kim Duke. Show all posts
Showing posts with label Kim Duke. Show all posts
Thursday, June 16, 2011
Friday, May 6, 2011
Does THIS Objection Make You Squirm?
Sales trainer Kim Duke has a fun, unconventional style that makes her articles both informative and fun to read. I really enjoyed this recent article that reminded me prospects can always find the money - if you find out what they really want!
My oldest cutie-pie niece recently got her driver's license. We're so proud of her!
Her euphoria of having the freedom to drive a car has been clashing with the gas she now has to buy. She has a part-time job after school but school work is a priority and so is saving money.
The money that used to burn a hole in her pocket on the way to the mall is now being thought of MUCH DIFFERENTLY.
She wiggled her nose as she looked at me.
"Auntie - I REALLY want these cute, new pair of $80 jeans. AND I really want to save money. AND I really want to drive to school every day instead of taking the "cheese wagon" (her word for school bus).
Then she squirmed in her chair and proclaimed: "But I hate paying for gas for my car! I don't have enough money."
Now - a whole LOT of stuff was just packed in her conversation! New jeans, gas for her "new car", saving money and then the assumption - "I don't have enough money."
After a few minutes with the calculator, asking her questions that made her think about what she wanted and HOW she could get it - we did THE MONEY SHUFFLE.
Cutie-pie niece saw that by being creative - she could save money, drive her car AND still buy the new pair of $80 jeans. Big smile.
As I was helping her walk through this - of course I thought of you!
Do You Squirm When Customers Say They Have NO MONEY?
You love your product or service. And if you don't love it - you probably like it quite a lot.
So when a potential customer listens eagerly to all the benefits of what you sell and then....
...they wrinkle their brow...and say...
"This sounds interesting but I don't have the money for this right now"
Do You:
1.Feel a little offended.
2.Say "Oh."
3.Dive in and say "This is really something you should consider."
4.Say "I hear what you're saying. When would you like me to touch base with you?"
5.All of the above
6.None of the above.
Every day, millions of entrepreneurs and sales people hear these dreaded words:
"It's not in the budget."
"We don't have the money."
And they put their tail between their legs and sneak away.
Sorry! Only 2% of people/companies don't REALLY have the money.
The other 98% HAVE money but they blew you off as they aren't convinced about you.
When you really want something - I KNOW YOU FIND THE BUDGET. You change your mind about something else, you buy the cheaper toilet paper so you can have Devon cream with scones, you get by with the old vacuum cleaner when you want the new shoes...you get the pic.
You're doing the MONEY SHUFFLE and your potential customers do it TOO.
If you bring something of value to your prospects - they'll think about it.
They'll stew about it.
They'll do some money-shuffling to make it happen.
But, if you're getting a lot of "No money, honey" comments - it is back to the drawing board for you.
You need to find out what's COMPELLING about your product/service that would make a potential customer start the MONEY SHUFFLE.
So quit squirming. And get working on why YOU'RE THE BEST CHOICE.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
My oldest cutie-pie niece recently got her driver's license. We're so proud of her!
Her euphoria of having the freedom to drive a car has been clashing with the gas she now has to buy. She has a part-time job after school but school work is a priority and so is saving money.
The money that used to burn a hole in her pocket on the way to the mall is now being thought of MUCH DIFFERENTLY.
She wiggled her nose as she looked at me.
"Auntie - I REALLY want these cute, new pair of $80 jeans. AND I really want to save money. AND I really want to drive to school every day instead of taking the "cheese wagon" (her word for school bus).
Then she squirmed in her chair and proclaimed: "But I hate paying for gas for my car! I don't have enough money."
Now - a whole LOT of stuff was just packed in her conversation! New jeans, gas for her "new car", saving money and then the assumption - "I don't have enough money."
After a few minutes with the calculator, asking her questions that made her think about what she wanted and HOW she could get it - we did THE MONEY SHUFFLE.
Cutie-pie niece saw that by being creative - she could save money, drive her car AND still buy the new pair of $80 jeans. Big smile.
As I was helping her walk through this - of course I thought of you!
Do You Squirm When Customers Say They Have NO MONEY?
You love your product or service. And if you don't love it - you probably like it quite a lot.
So when a potential customer listens eagerly to all the benefits of what you sell and then....
...they wrinkle their brow...and say...
"This sounds interesting but I don't have the money for this right now"
Do You:
1.Feel a little offended.
2.Say "Oh."
3.Dive in and say "This is really something you should consider."
4.Say "I hear what you're saying. When would you like me to touch base with you?"
5.All of the above
6.None of the above.
Every day, millions of entrepreneurs and sales people hear these dreaded words:
"It's not in the budget."
"We don't have the money."
And they put their tail between their legs and sneak away.
Sorry! Only 2% of people/companies don't REALLY have the money.
The other 98% HAVE money but they blew you off as they aren't convinced about you.
When you really want something - I KNOW YOU FIND THE BUDGET. You change your mind about something else, you buy the cheaper toilet paper so you can have Devon cream with scones, you get by with the old vacuum cleaner when you want the new shoes...you get the pic.
You're doing the MONEY SHUFFLE and your potential customers do it TOO.
If you bring something of value to your prospects - they'll think about it.
They'll stew about it.
They'll do some money-shuffling to make it happen.
But, if you're getting a lot of "No money, honey" comments - it is back to the drawing board for you.
You need to find out what's COMPELLING about your product/service that would make a potential customer start the MONEY SHUFFLE.
So quit squirming. And get working on why YOU'RE THE BEST CHOICE.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, February 17, 2011
You're in Need of a Quick Win!
Sales trainer Kim Duke writes a newsletter geared towards women in the sales profession - although of course, her advice is so great, anyone can benefit from it! Today she shares a great reminder that can help get you out of the winter blahs and kickstart your sales!
I was hanging out with my nieces and sis last night. We were eating banana bread, watching 4 episodes of Cake Boss and just getting in some over-due GIRL TIME.
My oldest niece just started taking art and proudly pulled out her first drawings of spheres, shadows, arrows and boxes. She put her fuzzy slippers on my leg and said with a grin...
"I thought I was going to be terrible at art Auntie. But LOOK - I quickly did these - and they turned out great! My teacher said it's the best way to start art....with a QUICK WIN."
I stopped mid-bite of my banana bread.
"Quick Win??? OMG - you're brilliant -get me a pen!"
You Need To Get A Quick Win!
So.
We're knee-deep in February, it feels like spring is never going to get here, and new and existing customers seem to be taking longer than usual to make up their minds.
You're in DIRE NEED OF A QUICK WIN!
Years ago I had a sales manager who had a great piece of advice when business was slow.
"Go sell something small."
My niece's art teacher was the same. She encouraged her students to have a QUICK WIN (and she made sure they did)
What's A Quick Win?
* You create a small intro or blow-out package for existing customers or people who are on the edge of buying from you - that is too enticing for them to turn down.
* Selling these small packages gives you the positive surge and momentum - it kick starts your sales again!
So get out there - and get YOUR QUICK WIN!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
I was hanging out with my nieces and sis last night. We were eating banana bread, watching 4 episodes of Cake Boss and just getting in some over-due GIRL TIME.
My oldest niece just started taking art and proudly pulled out her first drawings of spheres, shadows, arrows and boxes. She put her fuzzy slippers on my leg and said with a grin...
"I thought I was going to be terrible at art Auntie. But LOOK - I quickly did these - and they turned out great! My teacher said it's the best way to start art....with a QUICK WIN."
I stopped mid-bite of my banana bread.
"Quick Win??? OMG - you're brilliant -get me a pen!"
You Need To Get A Quick Win!
So.
We're knee-deep in February, it feels like spring is never going to get here, and new and existing customers seem to be taking longer than usual to make up their minds.
You're in DIRE NEED OF A QUICK WIN!
Years ago I had a sales manager who had a great piece of advice when business was slow.
"Go sell something small."
My niece's art teacher was the same. She encouraged her students to have a QUICK WIN (and she made sure they did)
What's A Quick Win?
* You create a small intro or blow-out package for existing customers or people who are on the edge of buying from you - that is too enticing for them to turn down.
* Selling these small packages gives you the positive surge and momentum - it kick starts your sales again!
So get out there - and get YOUR QUICK WIN!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Tuesday, October 26, 2010
What's Your Customer Hot Spot?
Kim Duke is a sales and business expert who doles out advice with fun, interesting anecdotes that really make it come to life. Enjoy this story and great tip about getting to your customer's hot spot.
Last week-end I made a huge cauldron of my famous lentil soup (yummy) and I was scrounging around in my kitchen "plastic drawer" looking for containers to freeze it in.
My younger sister was here, sipping coffee as I was grumbling swear words under my breath about all the stupid Gladware I have.
I couldn't find lids to fit. All the lids had stretched out in the dishwasher and were unreliably LOOSE
Younger sis piped up and said: " Kim, you need to ditch that crap and get Tupperware."
· It lasts forever (I'm warm)
· They have great product guarantees (warmer)
· You can buy replacement lids (getting hot)
· You're wasting money on always replacing the Gladware (hotter now)
And then.... " You're a huge environment lover and recycler - you won't be buying cheap plastic all the time!" WHOOP! WHOOP! HOT BUTTON!!!!
Into the recycle bin went all the cheap, nasty and useless Gladware and now I am a Tupperware convert. (And NO I don't sell Tupperware and they didn't pay me for this!)
What's YOUR Customer HOT BUTTON?
Right now, you're probably making MANY assumptions about your customers. Most of them are TOTALLY INACCURATE or OFF THE MARK. You're paying attention to details YOU THINK are what your customers want vs what they really want or need. And you're missing out on their HOT BUTTONS.
Here's your assignment. Use a service like wwww.surveymonkey.com and survey your customers re: their challenges, frustrations and what they'd like to see from you and your business in the future.
Remember. Hot Buttons cause customers to say YES much faster AND PRICE typically fades away as an objection.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Last week-end I made a huge cauldron of my famous lentil soup (yummy) and I was scrounging around in my kitchen "plastic drawer" looking for containers to freeze it in.
My younger sister was here, sipping coffee as I was grumbling swear words under my breath about all the stupid Gladware I have.
I couldn't find lids to fit. All the lids had stretched out in the dishwasher and were unreliably LOOSE
Younger sis piped up and said: " Kim, you need to ditch that crap and get Tupperware."
· It lasts forever (I'm warm)
· They have great product guarantees (warmer)
· You can buy replacement lids (getting hot)
· You're wasting money on always replacing the Gladware (hotter now)
And then.... " You're a huge environment lover and recycler - you won't be buying cheap plastic all the time!" WHOOP! WHOOP! HOT BUTTON!!!!
Into the recycle bin went all the cheap, nasty and useless Gladware and now I am a Tupperware convert. (And NO I don't sell Tupperware and they didn't pay me for this!)
What's YOUR Customer HOT BUTTON?
Right now, you're probably making MANY assumptions about your customers. Most of them are TOTALLY INACCURATE or OFF THE MARK. You're paying attention to details YOU THINK are what your customers want vs what they really want or need. And you're missing out on their HOT BUTTONS.
Here's your assignment. Use a service like wwww.surveymonkey.com and survey your customers re: their challenges, frustrations and what they'd like to see from you and your business in the future.
Remember. Hot Buttons cause customers to say YES much faster AND PRICE typically fades away as an objection.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Wednesday, August 4, 2010
Are You Missing This Tasty Sales Strategy?
Kim Duke is a sales and business expert who takes a fun look at sales advice. I always enjoy reading her tips, and I think you will too!
This weekend some friends were visiting AND sleeping in our tree houses. The weather was so beautiful we decided to take them to "Taste of Edmonton".
"Taste of Edmonton" is a cool, outdoor event with music and entertainment BUT the star of the show are all the outdoor booths you buy food from. You buy tickets for $1 which you use at each booth. (Hundreds of thousands of people come to this event.)
Each little tent/booth is a local restaurant offering 2 sample dishes. Each dish is in the 2-4 ticket range. Easy to see what you're getting and easy to buy.
It is an absolute blast! As we were walking around tasting pad Thai, bison skewers and to-die-for green onion cake, my friend Lynda said with a SMACK of her lips...
"I LOVE THIS! It is such wonderful way to "taste" a restaurant you haven't tried before and see if you'd like to go there!"
Everyone was walking around with the Taste of Edmonton menus which highlighted what each restaurant was offering. We were circling the ones we liked and ignoring the rest.
Most of the restaurants "GOT IT" and were offering some of their most famous dishes. They had long line-ups. A few "DIDN'T GET IT" and were offering something cheap and boring and, you guessed it, no line-ups for them.
Are You Offering "A Taste" To Potential Customers?
I've lived in this area for 11 years and there were restaurants I hadn't heard of or tried. I will now! I'd bet that in your community there are still LOADS of PEOPLE who have NEVER HEARD OF YOU. (Which makes it pretty impossible for them to buy from you, doesn't it?)
You need to get out there and offer a "taste" of your business!
How? Articles, actual samples, video, getting some media exposure, offering tips on Facebook and Twitter and so much more....allow potential customers to TRY YOU OUT. Risk free.
When people can't "taste and try" they tend to play it safe. (And NOT buy from you)
Remember - make it easy for people to "taste and try" and you attract customers much faster, easier and cost effectively than advertising your face off.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
This weekend some friends were visiting AND sleeping in our tree houses. The weather was so beautiful we decided to take them to "Taste of Edmonton".
"Taste of Edmonton" is a cool, outdoor event with music and entertainment BUT the star of the show are all the outdoor booths you buy food from. You buy tickets for $1 which you use at each booth. (Hundreds of thousands of people come to this event.)
Each little tent/booth is a local restaurant offering 2 sample dishes. Each dish is in the 2-4 ticket range. Easy to see what you're getting and easy to buy.
It is an absolute blast! As we were walking around tasting pad Thai, bison skewers and to-die-for green onion cake, my friend Lynda said with a SMACK of her lips...
"I LOVE THIS! It is such wonderful way to "taste" a restaurant you haven't tried before and see if you'd like to go there!"
Everyone was walking around with the Taste of Edmonton menus which highlighted what each restaurant was offering. We were circling the ones we liked and ignoring the rest.
Most of the restaurants "GOT IT" and were offering some of their most famous dishes. They had long line-ups. A few "DIDN'T GET IT" and were offering something cheap and boring and, you guessed it, no line-ups for them.
Are You Offering "A Taste" To Potential Customers?
I've lived in this area for 11 years and there were restaurants I hadn't heard of or tried. I will now! I'd bet that in your community there are still LOADS of PEOPLE who have NEVER HEARD OF YOU. (Which makes it pretty impossible for them to buy from you, doesn't it?)
You need to get out there and offer a "taste" of your business!
How? Articles, actual samples, video, getting some media exposure, offering tips on Facebook and Twitter and so much more....allow potential customers to TRY YOU OUT. Risk free.
When people can't "taste and try" they tend to play it safe. (And NOT buy from you)
Remember - make it easy for people to "taste and try" and you attract customers much faster, easier and cost effectively than advertising your face off.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Wednesday, July 21, 2010
Are You Killing the Sale?
Sales trainer Kim Duke writes a fun, sassy newsletter with great sales advice. Today she shares what you might accidentally be doing to kill the sale.
Years ago one of my first sales managers was a grouchy, slouched, chain-smoking 65 year old guy who gave me a piece of advice I've never forgotten. I was young and eager to sell television advertising but I was having trouble closing the sale with some customers.
He looked at me over his glasses and said..."Kid, one of the biggest mistakes made by new salespeople is that they talk themselves OUT of the sale. I'd bet $10 that's what you're doing."
And you're probably thinking right now "OK – what the heck does that mean??"
What My Grouchy Old Sales Mentor Can Teach You
Are you ready for this? Most entrepreneurs and salespeople, quite frankly, TALK TOO MUCH.
Are YOU Killing The Sale?
* You're doing all the talking in the first 20 minutes with a customer
* You're info dumping all the features and benefits
* Even when they've agreed to buy – you still talk too much
And then what happens?
You kill the sale.
As my old boss once told me...a potential customer can actually say YES to the sale but then when you keep blabbing away (because deep down you're so excited they said YES) you usually will end up saying something that KILLS THE SALE.
Uh-oh. The customer will say right there that maybe they should speak with their partner, think about it some more, let me "run it past the board"...you get the drift. And within just a few minutes of your client being excited to work with you - the situation is now they can hardly wait for you to leave.
So What's The Solution?
ZIP YOUR LIPS!
When your client has agreed to buy your product or service, let them know the steps/follow-up, thank them for their business and then wrap up the call/meeting and GET OUT.
I listened to Jack all those years ago and it was a timeless piece of advice. Talk less, listen more, show gratitude and follow-up.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Years ago one of my first sales managers was a grouchy, slouched, chain-smoking 65 year old guy who gave me a piece of advice I've never forgotten. I was young and eager to sell television advertising but I was having trouble closing the sale with some customers.
He looked at me over his glasses and said..."Kid, one of the biggest mistakes made by new salespeople is that they talk themselves OUT of the sale. I'd bet $10 that's what you're doing."
And you're probably thinking right now "OK – what the heck does that mean??"
What My Grouchy Old Sales Mentor Can Teach You
Are you ready for this? Most entrepreneurs and salespeople, quite frankly, TALK TOO MUCH.
Are YOU Killing The Sale?
* You're doing all the talking in the first 20 minutes with a customer
* You're info dumping all the features and benefits
* Even when they've agreed to buy – you still talk too much
And then what happens?
You kill the sale.
As my old boss once told me...a potential customer can actually say YES to the sale but then when you keep blabbing away (because deep down you're so excited they said YES) you usually will end up saying something that KILLS THE SALE.
Uh-oh. The customer will say right there that maybe they should speak with their partner, think about it some more, let me "run it past the board"...you get the drift. And within just a few minutes of your client being excited to work with you - the situation is now they can hardly wait for you to leave.
So What's The Solution?
ZIP YOUR LIPS!
When your client has agreed to buy your product or service, let them know the steps/follow-up, thank them for their business and then wrap up the call/meeting and GET OUT.
I listened to Jack all those years ago and it was a timeless piece of advice. Talk less, listen more, show gratitude and follow-up.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, June 24, 2010
Are You Training Your Customer to Do This?
Sales trainer Kim Duke does a great job of passing on sales lessons in a fun, interesting way. Today she shares a story that gave her a flash of realization on how you can improve your sales!
Recently I was grocery shopping with a long list (getting ready for a dinner party). One of the grocery store managers came over to me and asked me if he could help. Loved that!
I thanked him and said I'd almost found everything but that this location didn't have local lamb.
He said ..."Actually - our new meat manager just put out 4 packages of lamb - people have been asking for it."
We walked over to the meat department and there, shoved in a teeny-tiny corner, with NO SIGNAGE were 4 lamb roasts. (Not what I was looking for)
He tapped the roasts with a little bit of annoyance in his voice and said ...
"See - people ask for this, we put out 4 packages and NO ONE BUYS IT. It's frustrating for us."
I looked at him with a big smile and said...
"I can tell you WHY they haven't been sold."
His eyes opened wide "Please tell me!"
I explained:
1. You've never carried this product before so people are used to NOT BUYING IT.
2. NO SIGNAGE that says NEW! LOCAL LAMB
3. Lamb roasts aren't popular - the food TV shows and magazines focus on other cuts.
....and finally......
"You've TRAINED your customers to NOT EXPECT IT"
Meat manager Tom said...
" WOW - I never thought of it that way before! I'm absolutely bringing this up at our next meeting."
Are You Mad At YOUR Customer for NOT BUYING?
Be honest. I bet you've grouched and growled to yourself and others that customers weren't buying something new you've launched.
Guess what? They haven't changed their BUYING HABITS to include you. YET.
Remember - when you're launching something new, it takes time for people to switch their habit. So you'll need more exposure and time to get your new/changed product/service off the ground.
Take a look at what you've currently trained your customer NOT TO BUY.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Recently I was grocery shopping with a long list (getting ready for a dinner party). One of the grocery store managers came over to me and asked me if he could help. Loved that!
I thanked him and said I'd almost found everything but that this location didn't have local lamb.
He said ..."Actually - our new meat manager just put out 4 packages of lamb - people have been asking for it."
We walked over to the meat department and there, shoved in a teeny-tiny corner, with NO SIGNAGE were 4 lamb roasts. (Not what I was looking for)
He tapped the roasts with a little bit of annoyance in his voice and said ...
"See - people ask for this, we put out 4 packages and NO ONE BUYS IT. It's frustrating for us."
I looked at him with a big smile and said...
"I can tell you WHY they haven't been sold."
His eyes opened wide "Please tell me!"
I explained:
1. You've never carried this product before so people are used to NOT BUYING IT.
2. NO SIGNAGE that says NEW! LOCAL LAMB
3. Lamb roasts aren't popular - the food TV shows and magazines focus on other cuts.
....and finally......
"You've TRAINED your customers to NOT EXPECT IT"
Meat manager Tom said...
" WOW - I never thought of it that way before! I'm absolutely bringing this up at our next meeting."
Are You Mad At YOUR Customer for NOT BUYING?
Be honest. I bet you've grouched and growled to yourself and others that customers weren't buying something new you've launched.
Guess what? They haven't changed their BUYING HABITS to include you. YET.
Remember - when you're launching something new, it takes time for people to switch their habit. So you'll need more exposure and time to get your new/changed product/service off the ground.
Take a look at what you've currently trained your customer NOT TO BUY.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, April 29, 2010
Are You Worried About Your Competition Huffing and Puffing?
"One of the biggest time wasters is when you fret constantly about your competition," says sales trainer Kim Duke. Read on for her advice on how to avoid that time-wasting pitfall.
Do you have to be aware of your competition and what they're doing? Of course.
Do you need to OBSESS about what they're doing? Absolutely not.
If your competition is trying to "huff and puff and blow your house down" the worst thing you can do is pay attention to them.
You want to make sure you're building your brick house of loyal customers, providing exceptional products and services and fabulous follow-up. Keep your eyes on the right thing.
The SECOND WORST thing you can do is start huffing and puffing BACK AT YOUR COMPETITOR.
Why? You end up exhausted and your focus is completely off of your customers and making sales. Baaaaaaaaaaaaad.
I love these 2 quotes that really hit the WOLF on the head:
1. "Living well is the best revenge." - George Herbert
2. "Remember if people talk behind your back, it only means you are two steps ahead." - Fannie Flagg
As for your competition that are saying bad things? Let them huff. Let them puff. Eventually they'll hyperventilate and collapse on the side of the road.
You STAY focused on creating a strong brick house of loyal customers. You'll never have to worry about the wolf and his/her hot air then.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Do you have to be aware of your competition and what they're doing? Of course.
Do you need to OBSESS about what they're doing? Absolutely not.
If your competition is trying to "huff and puff and blow your house down" the worst thing you can do is pay attention to them.
You want to make sure you're building your brick house of loyal customers, providing exceptional products and services and fabulous follow-up. Keep your eyes on the right thing.
The SECOND WORST thing you can do is start huffing and puffing BACK AT YOUR COMPETITOR.
Why? You end up exhausted and your focus is completely off of your customers and making sales. Baaaaaaaaaaaaad.
I love these 2 quotes that really hit the WOLF on the head:
1. "Living well is the best revenge." - George Herbert
2. "Remember if people talk behind your back, it only means you are two steps ahead." - Fannie Flagg
As for your competition that are saying bad things? Let them huff. Let them puff. Eventually they'll hyperventilate and collapse on the side of the road.
You STAY focused on creating a strong brick house of loyal customers. You'll never have to worry about the wolf and his/her hot air then.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, April 1, 2010
What to Do During a Sales Dry Spell
The dry spell...we all go through them, but they can be sales killers - they drain your energy and your spirit. Take this advice from sales trainer Kim Duke and get out of that dry spell as quick as you can!
Years ago I had a goofy boss who looked and acted like Yosemite Sam. Yosemite Sam did however, have a great piece of advice for me when I was going through a nasty sales SLUMP.
Honestly it was a dry spell that was so dry I had sand in my mouth. I wasn't closing any deals and it felt like I was losing contracts far more than I was getting them.
He looked at me with his one eyebrow and said...
"Go out and sell something small. It will build your confidence."
I'm sure I rolled my eyes but I went out and sold something ridiculously small. (I kid you not - I think I sold a non-profit agency some commercials that totaled $300.)
It was easy. Why? Because I thought it was small and therefore I didn't feel pressure.
But I had BROKEN THE DRY SPELL.
And I went on to sell something a little bigger. And then a little bigger than that.
And before you know it - I was back in the game!
Are You Stuck In A Sand-Dune?
Maybe you're having a sales slump right now and quite frankly, you're feeling a little depressed about it. You're probably faking it to your customers and everyone else but deep down you feel DREADFUL. You're freaking out in fact.
It's easy to fix. Get out there and sell something small.
Contact one of your old customers who loves you and fill an order. Offer a Blow-Out offer they can't resist and let them know it only happens once per year and it's because they're such great clients.
You'll break the sales DRY SPELL, it will increase your confidence and you'll be off and running and selling BIG DEALS again. Trust me. It works!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Years ago I had a goofy boss who looked and acted like Yosemite Sam. Yosemite Sam did however, have a great piece of advice for me when I was going through a nasty sales SLUMP.
Honestly it was a dry spell that was so dry I had sand in my mouth. I wasn't closing any deals and it felt like I was losing contracts far more than I was getting them.
He looked at me with his one eyebrow and said...
"Go out and sell something small. It will build your confidence."
I'm sure I rolled my eyes but I went out and sold something ridiculously small. (I kid you not - I think I sold a non-profit agency some commercials that totaled $300.)
It was easy. Why? Because I thought it was small and therefore I didn't feel pressure.
But I had BROKEN THE DRY SPELL.
And I went on to sell something a little bigger. And then a little bigger than that.
And before you know it - I was back in the game!
Are You Stuck In A Sand-Dune?
Maybe you're having a sales slump right now and quite frankly, you're feeling a little depressed about it. You're probably faking it to your customers and everyone else but deep down you feel DREADFUL. You're freaking out in fact.
It's easy to fix. Get out there and sell something small.
Contact one of your old customers who loves you and fill an order. Offer a Blow-Out offer they can't resist and let them know it only happens once per year and it's because they're such great clients.
You'll break the sales DRY SPELL, it will increase your confidence and you'll be off and running and selling BIG DEALS again. Trust me. It works!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Friday, December 11, 2009
A Goofy Christmas Mistake You CAN'T Make With Customers
Are you gearing up for Christmas gift giving? Planning what to get your top clients to show how much you appreciate them? Hold it right there - you might want to hold that gift until January! Check out this advice from sales trainer Kim Duke to see why.
"I love the decor, the songs, the cheesy Christmas specials (my favorite is the Charlie Brown Christmas), my mom's shortbread, visiting with friends and family and having mulled wine after cross-country skiing," says Duke.
"This fa-la-la-la-la atmosphere can lull you into making one of the GOOFIEST mistakes I see people making with their customers."
What Is The Goofy Christmas Mistake?
Sending Christmas cards and presents to your clients.
You know what I'm talking about here.
The dreaded fruit basket.
The frightening fruit cake.
The dried-out gingerbread house.
The Costco cheese platter.
All mixed in with 12 million Christmas cards that are strung out on a string across your client's office. Or worse - some lame e-card that says Seasons Greetings.
If you're doing this – you are breaking the GOLDEN SALES DIVA RULE:
Thou shall not BLEND IN WITH THE MASSES.
Listen - I know you love your customers. However, giving them something at Christmas when they are swamped with a bunch of Christmas goodies - does not make you stand out.
So what should you do? Send something in January.
Why? Well – the fun is over and the bills start to pour in. The credit cards are full, it is cold outside and your client is starting to feel a little grouchy.
Here's where YOU come in.
You're going to send something FUN in the mail to them – a cool gadget, a magazine subscription for their favorite hobby, a ticket to the opera – whatever would float their boat. Or you'll take them for lunch and give them the scarf you found for their Paris trip. Make it personal.
And you're only going to send it to the TOP 10% of your clients, the clients who are responsible for keeping you in business with their referrals and purchases. (The ones you'd have a panic attack over if they went to your competition)
Your client will love you for it. You will stand out in the crowd. And you've created an opportunity for starting the year off on a positive note.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
"I love the decor, the songs, the cheesy Christmas specials (my favorite is the Charlie Brown Christmas), my mom's shortbread, visiting with friends and family and having mulled wine after cross-country skiing," says Duke.
"This fa-la-la-la-la atmosphere can lull you into making one of the GOOFIEST mistakes I see people making with their customers."
What Is The Goofy Christmas Mistake?
Sending Christmas cards and presents to your clients.
You know what I'm talking about here.
The dreaded fruit basket.
The frightening fruit cake.
The dried-out gingerbread house.
The Costco cheese platter.
All mixed in with 12 million Christmas cards that are strung out on a string across your client's office. Or worse - some lame e-card that says Seasons Greetings.
If you're doing this – you are breaking the GOLDEN SALES DIVA RULE:
Thou shall not BLEND IN WITH THE MASSES.
Listen - I know you love your customers. However, giving them something at Christmas when they are swamped with a bunch of Christmas goodies - does not make you stand out.
So what should you do? Send something in January.
Why? Well – the fun is over and the bills start to pour in. The credit cards are full, it is cold outside and your client is starting to feel a little grouchy.
Here's where YOU come in.
You're going to send something FUN in the mail to them – a cool gadget, a magazine subscription for their favorite hobby, a ticket to the opera – whatever would float their boat. Or you'll take them for lunch and give them the scarf you found for their Paris trip. Make it personal.
And you're only going to send it to the TOP 10% of your clients, the clients who are responsible for keeping you in business with their referrals and purchases. (The ones you'd have a panic attack over if they went to your competition)
Your client will love you for it. You will stand out in the crowd. And you've created an opportunity for starting the year off on a positive note.
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, April 2, 2009
This "Innocent" Word Kills Your Credibility
The English language is a tricky thing. Small words can take on big meaning, and words you think mean nothing can make or break a sale. Sales trainer Kim Duke wants to throw open the doors on one of those small words that carry big meaning - and most people use without realizing - "just".
How the Word JUST Kills Your Credibility
"I love my sister," says Duke. "She's my only sibling. She's important, she's fabulous, she's smart, loving and she's always got my back. But there's something she says that drives me nuts."
She'll leave a message on my voice mail saying "Hey Kim - it's just your sister calling."
"JUST my sister, the only person on the planet who knows all my secrets, what I looked like in my Grade 5 photo and who understands what I'm thinking with only a look???"
Some Examples of Nasty "Justs" That Are Showing Up With You:
On the phone...
"Oh hi Client X, I'm calling to just touch base to see if you've reviewed my proposal?"
In email...
"It was wonderful meeting you on Tuesday. I wanted to just see if you've had a chance to try our product yet?"
In person...
"If you could just squeeze me in - I'll only take 10 minutes of your time."
People use JUST as a way to relieve pressure, guilt and pushiness.
However, it makes you look and sound unsure, needy, and desperate. It doesn't display confidence in you or your product/service at all. Think of how these phrases sound instead:
"Hey Kim - it's your sister calling."
"Hi Bob - I saw sparks flying over your office so I knew you'd read my proposal."
"I've been thinking about your business and I've come up with a brilliant idea."
"Trust me - you're going to catch yourself saying the word JUST a lot, however, do your best to save it for when it makes sense. And with customers it never does."
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
How the Word JUST Kills Your Credibility
"I love my sister," says Duke. "She's my only sibling. She's important, she's fabulous, she's smart, loving and she's always got my back. But there's something she says that drives me nuts."
She'll leave a message on my voice mail saying "Hey Kim - it's just your sister calling."
"JUST my sister, the only person on the planet who knows all my secrets, what I looked like in my Grade 5 photo and who understands what I'm thinking with only a look???"
Some Examples of Nasty "Justs" That Are Showing Up With You:
On the phone...
"Oh hi Client X, I'm calling to just touch base to see if you've reviewed my proposal?"
In email...
"It was wonderful meeting you on Tuesday. I wanted to just see if you've had a chance to try our product yet?"
In person...
"If you could just squeeze me in - I'll only take 10 minutes of your time."
People use JUST as a way to relieve pressure, guilt and pushiness.
However, it makes you look and sound unsure, needy, and desperate. It doesn't display confidence in you or your product/service at all. Think of how these phrases sound instead:
"Hey Kim - it's your sister calling."
"Hi Bob - I saw sparks flying over your office so I knew you'd read my proposal."
"I've been thinking about your business and I've come up with a brilliant idea."
"Trust me - you're going to catch yourself saying the word JUST a lot, however, do your best to save it for when it makes sense. And with customers it never does."
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Friday, February 20, 2009
Are you forgetting your Bread and Butter Customers?
Sales Diva Kim Duke's grandmother was a young woman growing up during The Great Depression. She used to tell Kim, "You always need to have bread and butter money." Kim has been selling successful for over 20 years, on a nearly 100% commission basis by applying her grandmother's advice: she always takes care of her "bread and butter" customers.
So who are your "bread and butter" customers? They are the steady, consistent customers who buy from you regularly --Refer you on a consistent basis --Typically give you small to medium sized orders (which often turn bigger) --Pay within 30-45 days
Have you forgotten about your bread and butter customers?
"The bread and butter customers are typically the first ones to be forgotten and taken for granted during lush economic times," says Duke. "When the ball drops and your big, fat clients fall over and wither away into raisins you are left with nothing but bills and a dead database of previous customers you haven't connected with in a long time."
"If you've been smart, your bread and butter customers will still be there," says Duke. "You haven't forgotten about them while you were also attracting larger business. The bread and butter customers are still spending money with you every month - they are referring other customers to you and your cash flow is looking quite fine. But, if you're struggling with sales right now - it's because you haven't been treating your bread and butter customers properly."
How do you get your bread and butter back on the table?
Kim says:
1. Make A List.
Pull a report of all the customers who've purchased from you in the past 3 years.
2. Look at the Top 30% of those customers and get on the phone and meet them if possible for lunch or coffee. Or have a phone meeting instead.
3. Ask Them What They Need Help With. What their challenges are. Who you can connect them with.
4. Follow-up. Send the thank you cards, get the proposal together, ship the product - do what it takes to regain their trust.
5. KEEP IN TOUCH WITH THEM. Bread and Butter customers need to be kept informed - so get your newsletter or ezine together, blog, Twitter, use direct mail - don't fall off the table again. (You probably won't get another chance)
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
So who are your "bread and butter" customers? They are the steady, consistent customers who buy from you regularly --Refer you on a consistent basis --Typically give you small to medium sized orders (which often turn bigger) --Pay within 30-45 days
Have you forgotten about your bread and butter customers?
"The bread and butter customers are typically the first ones to be forgotten and taken for granted during lush economic times," says Duke. "When the ball drops and your big, fat clients fall over and wither away into raisins you are left with nothing but bills and a dead database of previous customers you haven't connected with in a long time."
"If you've been smart, your bread and butter customers will still be there," says Duke. "You haven't forgotten about them while you were also attracting larger business. The bread and butter customers are still spending money with you every month - they are referring other customers to you and your cash flow is looking quite fine. But, if you're struggling with sales right now - it's because you haven't been treating your bread and butter customers properly."
How do you get your bread and butter back on the table?
Kim says:
1. Make A List.
Pull a report of all the customers who've purchased from you in the past 3 years.
2. Look at the Top 30% of those customers and get on the phone and meet them if possible for lunch or coffee. Or have a phone meeting instead.
3. Ask Them What They Need Help With. What their challenges are. Who you can connect them with.
4. Follow-up. Send the thank you cards, get the proposal together, ship the product - do what it takes to regain their trust.
5. KEEP IN TOUCH WITH THEM. Bread and Butter customers need to be kept informed - so get your newsletter or ezine together, blog, Twitter, use direct mail - don't fall off the table again. (You probably won't get another chance)
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, January 15, 2009
The Easiest Way To Make A Sale When You're Stuck
It may be the beginning of a new year, but that doesn't mean things magically changed when the clock struck midnight on December 31st. If you were in a slump before the New Year, it's likely you're still in it. If you're stuck, and can't figure out how to turn it around, you're in luck. Sales trainer Kim Duke has been there, and she knows what to do to get you un-stuck and selling again.
"Years ago I had a sales manager who said something to me when I was going through a tough stretch of selling. I couldn't close a deal if my life depended on it. He said, "Kim - if you can't make the BIG PASS then PUNT instead."
"So what does that mean? If you're getting down in the dumps because you're not closing any deals, signing those contracts or selling boxes of product as much as you want or need...then it's time to break the downward cycle!"
"You need to PUNT (which in football is a short forward kick of the ball). It's not pretty. It's not fancy. It's not huge - but it gives you a taste of success again," says Duke.
"My manager was right. I came up with a small promotion package and took it to a bunch of smaller clients and BINGO they went for it and it broke the dry spell of hard luck. Even more importantly it created confidence in me again."
"So get out there and sell something small to a bunch of people," says Duke. "Or sell a small order to a smaller, reliable client you love! You'll break the cycle of despair and panic you're feeling and start selling!"
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
"Years ago I had a sales manager who said something to me when I was going through a tough stretch of selling. I couldn't close a deal if my life depended on it. He said, "Kim - if you can't make the BIG PASS then PUNT instead."
"So what does that mean? If you're getting down in the dumps because you're not closing any deals, signing those contracts or selling boxes of product as much as you want or need...then it's time to break the downward cycle!"
"You need to PUNT (which in football is a short forward kick of the ball). It's not pretty. It's not fancy. It's not huge - but it gives you a taste of success again," says Duke.
"My manager was right. I came up with a small promotion package and took it to a bunch of smaller clients and BINGO they went for it and it broke the dry spell of hard luck. Even more importantly it created confidence in me again."
"So get out there and sell something small to a bunch of people," says Duke. "Or sell a small order to a smaller, reliable client you love! You'll break the cycle of despair and panic you're feeling and start selling!"
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Thursday, November 13, 2008
Are These Two Words Sucking Your Sales Dry?
Out of the millions of words in the English language, there are two little words that cause salespeople a huge amount of stress. These two words can instantly make you break into a sweat and forget everything you know - they are: How much?
"Those two little words have the power to turn business owners and salespeople everywhere into babbling idiots," says sales trainer and author Kim Duke. And according to Duke, the words "how much" make you nervous if you're:
--Unsure about your product or service
--Needing the money now
--Not confident in your pricing
"Remember price is a component to the buying process however; it isn't in the Top 3 reasons why someone chooses you, (unless you're Wal-Mart)," explains Duke.
"Customers buy from you if they like, trust, and respect you, your company and your product. The relationship, the credibility, the value, the uniqueness of what you have to offer is more powerful than a cheap price. When your customer asks "How Much?" - they're curious about the value in comparison to price. They're curious if it fits their budget. They're just curious!"
What they're not asking (although you hear this in your imagination) is:
"I want to know how much you cost so I can offer you a lowball price and hope that you take it as maybe you're desperate and if you don't dramatically drop your price then I will take my business elsewhere and I will never, ever, ever consider buying from you again and I'll tell everyone I know not to buy from you too. So there."
"The words "how much?" cause so many salespeople to drop their prices ridiculously (when they don't need to) which of course causes a ripple effect of you accepting business from people who will never appreciate what you offer," says Duke.
"Remember - the only time you discount is when you receive something else in return for the amount you discounted. For example - they commit to a higher package, higher volume, referrals or something else equally fabulous." So the next time someone asks you "How Much?" - respond with my two favorite little words:
"It Depends."
"Give them a range of pricing starting with the highest and then going to the lowest," continues Duke. For example, "We offer services ranging from $5,000 to $100". Or mention your price and then shut up. And for goodness sake, make sure you ask them what they're looking for instead of dumping a ton of info on them!"
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
"Those two little words have the power to turn business owners and salespeople everywhere into babbling idiots," says sales trainer and author Kim Duke. And according to Duke, the words "how much" make you nervous if you're:
--Unsure about your product or service
--Needing the money now
--Not confident in your pricing
"Remember price is a component to the buying process however; it isn't in the Top 3 reasons why someone chooses you, (unless you're Wal-Mart)," explains Duke.
"Customers buy from you if they like, trust, and respect you, your company and your product. The relationship, the credibility, the value, the uniqueness of what you have to offer is more powerful than a cheap price. When your customer asks "How Much?" - they're curious about the value in comparison to price. They're curious if it fits their budget. They're just curious!"
What they're not asking (although you hear this in your imagination) is:
"I want to know how much you cost so I can offer you a lowball price and hope that you take it as maybe you're desperate and if you don't dramatically drop your price then I will take my business elsewhere and I will never, ever, ever consider buying from you again and I'll tell everyone I know not to buy from you too. So there."
"The words "how much?" cause so many salespeople to drop their prices ridiculously (when they don't need to) which of course causes a ripple effect of you accepting business from people who will never appreciate what you offer," says Duke.
"Remember - the only time you discount is when you receive something else in return for the amount you discounted. For example - they commit to a higher package, higher volume, referrals or something else equally fabulous." So the next time someone asks you "How Much?" - respond with my two favorite little words:
"It Depends."
"Give them a range of pricing starting with the highest and then going to the lowest," continues Duke. For example, "We offer services ranging from $5,000 to $100". Or mention your price and then shut up. And for goodness sake, make sure you ask them what they're looking for instead of dumping a ton of info on them!"
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
Wednesday, February 6, 2008
Are You Stuck on the Spin Cycle of Selling?
The following advice is from a post I read in Kim Duke's blog. Otherwise known as "The Sales Diva," Kim shows women how to increase sales in a fun, sassy way that I really enjoy. It's a sales lesson and a chat with your favorite girlfriend all at once. And guys - the lessons are applicable to you too!
So many people in sales are "information dumpers" when they meet a client. What do they information dump about? All the BORING features and benefits of what is marvelous about their product or service. Yawn.
Instead, as a customer, I am interested in someone who is a PAIN-REDUCER. For instance, I was recently buying new appliances for my home. The first 3 places I looked, I had salespeople who didn't ask me ONE QUESTION about what was the most important thing I was looking for. Instead they babbled on for 10 minutes (as I was looking around frantically for an oxygen tank to give them) about all the wonderful features of this and this and this. (hellllo spin cycle!)
They lost me. I wasn't even thinking about the appliance and all its "pleasurable" features any longer. I was looking for the next exit.
So who sold me the fancy schmancy appliances? A guy who did a wonderful job of asking me questions that weren't pushy. For example, he asked me if I liked to cook (I LOVE it), he asked me if I hated doing laundry (are there people out there who actually like it??) and he also asked me how important it was for me to have environmentally friendly appliances. (Al Gore is my hero).
And based upon my responses he did something you're probably not doing. He made a RECOMMENDATION.
He recommended I have:
So what are you doing still flopping on spin cycle?
I know. I know. You were taught by someone that being a good salesperson is being a smooth talker. Ditch that thought. Instead - FOCUS on all the PAINFUL PROBLEMS you've learned from your client and cater to that instead. I don't care about all your features and benefits. They just go down the drain. I want to know HOW you'll solve my problem better than anyone else.
Answer that and you're out of the spin cycle!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
So many people in sales are "information dumpers" when they meet a client. What do they information dump about? All the BORING features and benefits of what is marvelous about their product or service. Yawn.
Instead, as a customer, I am interested in someone who is a PAIN-REDUCER. For instance, I was recently buying new appliances for my home. The first 3 places I looked, I had salespeople who didn't ask me ONE QUESTION about what was the most important thing I was looking for. Instead they babbled on for 10 minutes (as I was looking around frantically for an oxygen tank to give them) about all the wonderful features of this and this and this. (hellllo spin cycle!)
They lost me. I wasn't even thinking about the appliance and all its "pleasurable" features any longer. I was looking for the next exit.
So who sold me the fancy schmancy appliances? A guy who did a wonderful job of asking me questions that weren't pushy. For example, he asked me if I liked to cook (I LOVE it), he asked me if I hated doing laundry (are there people out there who actually like it??) and he also asked me how important it was for me to have environmentally friendly appliances. (Al Gore is my hero).
And based upon my responses he did something you're probably not doing. He made a RECOMMENDATION.
He recommended I have:
- Dual ovens so I wouldn't be serving food on cold plates to my guests.
- A convection oven so I can quit wasting 25% of my time WAITING for meals to be ready
- A washing machine and dryer on stands which also use a teaspoon of soap so I am not harming the environment or always shopping for laundry soap
- And sooo much more
So what are you doing still flopping on spin cycle?
I know. I know. You were taught by someone that being a good salesperson is being a smooth talker. Ditch that thought. Instead - FOCUS on all the PAINFUL PROBLEMS you've learned from your client and cater to that instead. I don't care about all your features and benefits. They just go down the drain. I want to know HOW you'll solve my problem better than anyone else.
Answer that and you're out of the spin cycle!
Kim Duke is an unconventional, sassy and savvy sales expert who shows women small biz owners and entrepreneurs sizzling sales tips on how to increase sales in a fun, easy, stress-free way! Learn more and sign up for her free e-zine at www.salesdivas.com
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