“My first job was selling high-end-ish fashion clothing at Colbert-Volks when I was in high school”, I shared with our Star Ranch guests this past weekend.
Our guests, newly married, wanted to know how Jim, my husband, and I figured out careers and life.
Their question prompted me to talk about some of the most powerful ways to sell more.
You walk into a nice store and you might be asked, “How can I help you?” You hate this question and you say, “I’m just looking”. Sales person trots off.
Selling Power-Move #1: Don’t ask that ubiquitous question. Greet the buyer and say, “Have fun looking around. If you need any assistance, I’m happy to help.” Congratulations: you have started to create a good connection, rather than no connection at all.
Selling Power-Move #2: Be attentive to this customer without hovering.
Selling Power-Move #3: Tell the truth!
When reminiscing with our Star Ranch guests, Selling Power-Move #3 resonated the most. I said, “When the customer tried on an outfit that looked terrible I’d say, ‘Don’t buy this. It doesn’t work for you.’ THEN, and only then, the customer gained trust in me and would listen to my recommendations.”
How does this relate to you?
You’re not selling clothes, and with the Great Resignation we are not bombarded with sales people anyway!
In your world as leaders of your organizations, here are your take-aways:
- Be creative, online and in-person, with how you approach your buyers. Don’t start off with the equivalent of “How can I help you?”.
- Be attentive to your prospects’ needs. Know your audience.
- Be truthful and transparent. You will gain trust which will increase your relationship capital which will increase your financial capital.
PS: I did not get along with my sales women colleagues at Colberts! Why? I sold more than they did… and they worked full-time on commission. (I did not.) Except Sylvia – she had a clientele following and I learned a lot from watching her.
PSS: Star Ranch is nestled in the northern end of Texas’ famous hill country 100 miles west of Dallas. Karen’s beautiful 75-acre ranch lends itself to learning. Your investment: Priceless! Come explore your inner-cowboy.
Author: Karen Cortell Reisman is Founder of Speak For Yourself®, a communication consulting firm, and the author of 2 books on how to communicate. She lives in Dallas, Texas during the week and powers down at Star Ranch on weekends.
Source: thanks @ Marissa and Andrew for this blog’s inspiration.
Photo ©: <a href=’https://www.123rf.com/profile_alga38′>alga38</a>
© 2022 Karen Cortell Reisman, All rights reserved