Articles Tagged ‘Sales’

How Much Does Your Excitement Matter to the Customer?

Thursday, December 31st, 2015

A smile and excitement are worth quite a bit if my experience in New York City was any indication of it.

During my recent visit to NYC I was in Penn. Station. It so happened it was “National Oatmeal Day” so the Quaker representatives were handing out free oatmeal. It was interesting watching the response they were getting from consumers. . Some of the reps. were very enthusiastic, smiling and making a big deal about the day. Others didn’t smile and just tried to get people to take the oatmeal. The ones that were smiling and excited were getting people to take two; the ones who didn’t smile literally “couldn’t give the oatmeal away.”

I kept thinking back to something I say in sales training. “Remember whatever you have it’s catching to the customer.” The person with the highest or lowest energy will shift it to the other one. If you’re excited, it’s catching, if you’re miserable, it’s catching. It was incredible how obvious it was today.

I took the oatmeal with a smile on my face. I also took a good look at it and read the ingredients. The woman’s excitements made me curious and want to know more. Hey, not a big thing; we’re just talking oatmeal now!

I consider NYC the place for looking and shopping. I had an appointment in the city but instead of taking a cab, I choose to walk the 1.4 miles. (Maybe it wasn’t such a good idea in heels.) I went into several stores to watch salespeople and look around.

My favorite store is Desigual out of Spain. The clothes are very arty and super different. The people, who work there is darling, just like the store. They laugh with the customers and talk about how you have to be careful how many of their prints you wear together, or you’ll look like a clown! I left laughing and energized. They truly have an energized brand.

For me NYC is energizing. There are many different types of people, interesting fashions and the most helpful that I know. I left my phone on my car seat and had to keep asking directions to my destination. I choose to ask many people to see what type of reception I would get. People took out their phones to look for directions, some walked with me to make sure I was heading the right way.

We all need to reenergize. Some of us get it from alone time and others from other people. Getting refueled is about connecting with yourself and who you are. Get out of the house and go to the movies, get to the gym. I enjoy being around people who have lots of energy because I feel lifted. In fact, it will carry me thought many days of work. I also love when I can share my energy with others. Energy goes both ways.

If you get a free moment, check out your energy and the people around you. Are you in a major slump? People can energize you as well as deplete you of your energy. Take a minute and think about yourself.

Remember what the flight attendant says, “Put your oxygen mask on first before helping anyone else.”

Lisbeth Calandrino
Fabulous Floors
Associate Publisher & Director of Consumer Research
lcalandrino@nycap.rr.com

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Whale Hunting, Land Big Sales and Transform Your Company

Friday, February 15th, 2013

Often when I am networking I hear small business owners say things like “I really want to have Eli Lilly, AT&T or GE as one of my clients.” Whenever I hear this I cringe, because I know that it is not enough to want one of these giant companies as a client, you have to have a plan. Not just a plan to land the deal, but a plan to find it and then how are you going to maintain that client.

In her book, Whale Hunting, Barbara Weaver Smith and Tom Searcy, uses the analogy of how the Inuit of Alaska hunted Whales to feed their villages to how small companies can land the Whale of their own. This is an easy analogy follow and carries with it a powerful story of perseverance, commitment, strategy and success.

Barbara and Tom layout the strategy for researching which whale you want to hunt, how to research your whale, capturing your whale, and celebrating your whale. This is a book that you must read if you are really interested in landing your own whale.

Networking is great, but you cannot ask for a referral to a whale if you do not have a plan for landing and managing that whale. There have been several occasions when I knew I could get a person in the door of their whale but I also knew once caught they would not be able to keep the whale.

I cannot recommend this book enough, it is an easy read, and not only will you learn how to land your own whale there is a lot of very interesting history in this book that holds your attention as you read in amazement what the Alaskan Inuit could do with a row boat and harpoon. The planning, the implementing and the celebration are inspiring.

Hazel Walker
Referral Institute, llc
BNI
hazel@bni.com

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Liar Liar Pants on Fire

Thursday, December 20th, 2012

The old sales adage goes like this, “buyers are liars”…

Are they really? Well, yes. Especially in Indiana where everyone is “Hoosier nice”.

Instead of telling you ‘no’ (or anything else you don’t want to hear), people will just walk away and do something different than what they told you they were going to do.

A lie.

Our job as salespeople is to dig out the truth and help your clients get what they want.

My friend Larry was telling a big bold-faced lie of a tale to a group of us one day. When he was done, our manager said, “did you guys notice Larry’s tell?”

Confused, we all looked to our manager for an explanation as he said, “every time Larry lies, he touches his ear!”

Everyone makes slight physical movements when they lie. Here are a few that you may be able to catch in some of your clients:

1. Nose rubbing or mouth covering – People tend to shroud their mouth when it isn’t telling the truth.

2. Looking up – When someone is remembering or imagining details, they typically look up. Is your client imagining something new, or telling you the truth?

3. Gulp – Watch your clients Adam’s apple. They will gulp hard after telling a lie.

4. Soothing – How do you touch a baby when they’re crying? You stroke their back. Liars will stroke their hand, arm, or leg when telling a fib to subconsciously soothe themselves.

After identifying a potential lie, don’t “out” your customer. Just know that you now have permission to challenge them to make higher level decisions based on the fact that you know they aren’t being completely honest with you.

What are some other “tells” you have noticed in lying buyers?

Jamar Cobb-Dennard
jamar@jamarspeaks.com

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Increasing Consumer Confidence

Thursday, November 29th, 2012

Have you noticed recently that your clients are reticent to make a purchasing decision?

Consumer confidence is down, and there are a few things that we can do to help them make a great decision to buy a product that they’ll love forever.

The first thing we need to do is identify where their lack of confidence comes from. Here are a few potential sources:
•Being burned when buying previously (by you or other vendors)
•They don’t trust their own ability to make decisions
•They believe the media hype
•They’re new to buying your type of product or spending that much money

Now that you have gotten in your customers shoes, now you can do three things to increase their confidence:
1.What you SAY – Use bandwagon statements that pop fear bubbles. What I mean by this is that you should tell stories about other buyers overcoming the typical fears that you feel your client may have. While telling your story, listen carefully to your inflection. Does your voice rise or fall at the end of your sentences? A falling vocal inflection exudes confidence, and your customers confidence will reflect that.
2.What you DO – If you say one thing, and then do another, will that instill confidence in your client? No! That makes you a liar. Make absolute 100% sure that you can fulfill every commitment that you have made, and trust will grow.
3.How you ACT – What is your body language saying about your confidence in yourself and your product? Check your shoulders, eye contact, hip placement, openness (no crossed arms or legs), and annoying seemingly unnoticeable habits (pen clicking, table tapping, and the like).

Customer confidence is a direct reflection of YOUR confidence as a sales person.

How do you measure up?

Jamar Cobb-Dennard
jamar@jamarspeaks.com

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