selling

Home/Tag: selling
16 11, 2015

Are You Looking For More Retail Business? Why Not “Cold Call?”

By |2017-03-03T12:06:49-05:00November 16th, 2015|Categories: Blog, Sales|Tags: , , , , , |0 Comments

Share This:
There's no such thing as cold calling.

There’s no such thing as cold calling.

It seems that all areas throughout the country are different; retail business is up or retail business is down. What seems to be steady around the country is that businesses that are out “looking” for business are thriving. We are talking about business that doesn’t come through your door from advertising.

 

Of course, you’re uncomfortable calling on people you don’t know especially if you’ve never done it before. However, maybe you do know them or someone they know. First, you have to know who to call on, so why not start with a brain storming session?

 

 

Who wants to cold call?

Who wants to cold call?

Whenever “looking” for business outside the store comes up so does a look of horror on the faces of most salespeople. Somehow they equate this with stopping complete strangers on the street and asking them to buy products. The success of outside business is to understand that there is no such thing as a cold call. The only people that make real cold calls are telemarketers. The good ones are able to make a connection with you in about 30 seconds.

 

The other day I answered the phone and the voice identifies himself from Time Life. Before I can hang up, he asks me if I like the DVD’s I bought three months ago. They were the best 10 years of Saturday Night Live. I told him they were great, and then he asks me which ones I like the best. Before we’re done, we’re both laughing. Next he’s trying to sell me another product.

 

I began to like him, but I told him that I didn’t think I wanted his next product. He was quite persistent asking me lots of questions. Didn’t I think the quality would be as good, didn’t I like what I got, didn’t I have hours of enjoyment?

 

Guess what? I bought them. I knew the product was good, and I received the CD’s immediately.

 

The same components that make a retail sale successful are identical to the ones for a cold call.

 

A few weeks ago, I was doing a training session, and one of the salespeople was trying to “match a product and price” for his church. I asked him, how long he had been going to the church; it was over 10 years. He also was an elder of the church but was sure his competitor had been in with a product he didn’t have. He was also convinced the price was cheap. My question, why didn’t he know the church needed flooring? He said he felt uncomfortable discussing business with the church members.

 

First thing, remember you are a pro, but maybe you need to retrain yourself and the skills that you already have. You just need to be more competitive and more organized. Why not check with everyone you know if they need your product? If they don’t know you have a product they can’t buy from you. Let everyone you know what you do for a living.

 

Forget the cold calling syndrome; it’s a thing of the past and the people who are successful at getting outside business don’t cold call; they find out everything they can about the customer before they call on them.  Just think the whole city belongs to you if you start networking with whom you know.

 

 

Remember profitable customers are being called on by every smart salesperson so you’re up against the pros.

 

The competition is out there trying to get the business. Some of these relationships go way back or maybe the business was just handed down but don’t give up.

 

Remember the old adage, consistency is better than good salesmanship but consistency takes focus, a ‘never give up’ attitude.

Share This:
29 10, 2015

How Much Does Your Excitement Matter to the Customer?

By |2017-03-03T12:06:49-05:00October 29th, 2015|Categories: Advertising, Blog, Building relationships, fun|Tags: , , , , , , |0 Comments

Share This:
Eat more oatmeal!

Eat more oatmeal! Today is National Oatmeal Day.

A smile and excitement are worth quite a bit if today was any indication of it.

Today was “National Oatmeal Day” so the Quaker representatives were handing out fee oatmeal in NYC Penn. Station.   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.

Desigual is fun.

Desigual is fun.

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.”

Share This:
17 02, 2012

Would Your Salespeople be Better if They Understood Their Communication Styles?

By |2017-03-03T12:07:07-05:00February 17th, 2012|Categories: Blog|Tags: , , , , , , |0 Comments

Share This:

I’m not a fan of “drive by training”. That’s what I call training when trainers come in with a “one size fits all” program that is built about the  training program and not the individual.

Everyone is different, everyone needs  different things and everyone learns differently. Teaching adults is more complicated and needs to have  ‘transferability’ – what they learn can immediately be applied to situations in their own lives. In addition the more they understand about themselves the more they will get out of the training.

If you are working on a training program, here are two interesting articles about teaching adults and how they learn:

 http://bit.ly/wt15jL Principles of Teaching Adults

http://bit.ly/wHxqUv How Adults Learn 

My experience has taught me the more people know about themselves the better learners they become. In other words, knowing my strengths and my challenges will help me  me understand why some concepts are easier to grasp then others. To be successful you must understand yourself and how you interact with the world.

For years I have been using BEST Instruments are a great way to help people understand how they communicate and how they can improve their communication skills. (There are a number of different test but I always start with the Communication Style.)The tests take very little time to administer and people are rarely threatened by the results. They are also  amazed at the accuracy. This information can be incorporated into the training program making learning much easier. It also gives the instructor a way to  make the message more personal and help the salespeople want to learn new ways to communicate. In addition the inventories come with “birds of a feather buttons” that proudly announce the person’s style. All of this makes for learning and fun.

Understanding and interpreting the tests do take time and learning on the instructor’s part and should  be  done ahead of time. The more times you administer the tests the more you will learn  about how to discuss the results.  I have found that participants are often unaware that others actually have different styles of communication. In fact people with other styles of communication are often described as “just difficult”.  This is a good way to get salespeople to take bigger risks in their communications and be more successful in their sales. Selling is all about connecting and it’s easier to connect with someone you understand.

After people have assessed their styles, they can be put into “different” groups and learn how to better communicate with each other and of course different types of customers.

 

We all know that we like things better when they’re “our ideas” so why not help your learners first understand how they think and maybe the new things will become their ideas.

Lisbeth Calandrino is available for Sales and Communication Training. She can be reached at Lcalandrino@nycap.rr.com.

 

Share This:
4 09, 2010

Selling Your Brand Down the River

By |2017-03-03T12:07:13-05:00September 4th, 2010|Categories: Blog, Building a Brand|Tags: , , , , , , |0 Comments

Share This:

We worry so much about our store branding, our product branding; what about our personal branding?

What is it that successful companies have figured out—McDonalds, Starbucks and Dunkin Donuts? You might answer good marketing but more specifically it’s about their brand. Branding used to be just for products, not any more. Branding is a combination of intangible and intangible characteristics and sets you apart from others. Whether you define it or not, you have a brand. Branding is your reputation; it’s what sets you apart and the value you bring to the situation. As my mom said, all you have is your reputation.You’re not defined by your job title or your job description you are defined by the value of your reputation.

AS the CEO of your own company, what you stand for is as important as what you sell. When there is a ‘disconnect’ between who you say you are and what you do, it makes people untrustworthy.  Consider Tiger Woods and how he has been portrayed in the media. Over the years his agency has worked hard to portray him as a serious, focused golfer and family man. Although this may be true, the last few months have made us question his previous branding. Not that Tiger wanted to portray the other part of his life but because it’s so different than our original perception, we begin to question everything he does. When he came out and discussed his personal life the gamut of feelings were disgust and sadness. In my mind there was no reason for him to discuss his personal life. He is considered one of the finest golfers in the world; this has nothing to do with his personal life.To stand the test of time, a brand must be built from the inside out, not the outside in. Unfortunately his brand is ‘performance based’ and he is only as good as his last performance or his last win. His private life was his private life until he made it public.For the most part his brand was build on an authenticity, a hard working focused golfer.

We all have a brand. Paris Hilton’s brand was one of beautiful, fun loving, well spoken and a young woman living her life. Recently she was arrested for drug possession which changes the nature of how she is viewed.

I don’t think many of us think too much about our brands but we should. This is why your social media profile and behavior should reflect who you are. It is foolish to post anything that is not flattering to you on your social medial platform. We are all entitled to fun and a few drinks now and then but having to be driven home or forgetting your keys because you were drinking certainly takes a way from your creditability and ultimately the credibility of your business.

Okay three things to think about when building your brand:

Clarity, who are you, what you do and why it does it matter? Here we are again, building differentiation and your competitive advantage. If you know what makes you different it helps you determining a market strategy. I think you can have lots of customers you just can’t have all of them. But if you’re clear on who you are, you will get your share.

Consistency, can you be counted on to act the same way no matter what the situation? I had a boss once who was fine until about the third week of every month when the inventory was due. She became nasty, angry and just awful to be around.When the monthly figures were unveiled, her job was on the line.

The last is character. This is what makes you. This is your personality, your sense of humor your excitement for life. This is what brings you to life and make people want to connect to you. This is your gift and your “personal flair.”I know people say Lisbeth you move so fast, you have so much energy and enthusiasm; these are considered my gifts. On the other side is the Lisbeth who gets bored easily, worn out with not enough sleep and is short tempered. The better you know yourself the better you will be at connecting to your “special customers and friends.”

Share This: