Stories With A Reason
It was late February a few years back. I was finishing up my Saturday morning chores. When I heard the door bell ring. I opened the door and I saw before me the cutest 11 year old girl that you could imagine. I waited as she stumbled through her pitch. She said. "My name is Lisa. I'm with the girl scouts. I'm selling cookies. You don't want any do you?"
I was taken aback. What did she mean? I politely said no thank you. I hope you have a good day.
I returned to my chores only to be chastised by my wife. She wanted to know why I did not buy at least some cookies from the girl. I told her it was because she did not want to sell me any.
This made my wife livid. She told me that I should have at least purchased something from her just because she had the courage to come to the door and ask. I was a little puzzled. Did she think I did not need any cookies because of my size or did she just lack the confidence of a seasoned salesperson?
Well later that day I was trying to complete my list errands.
I had just got out of my car at Wal-Mart. I was approached by yet another 11 year old girl. She said with confidence in her voice." Hello my name is Jill; I am with the girl scouts of America. This is our number one fund raiser for our great organization that helps thousands of young girls. What we have today is four delicious flavors of cookies. "She then handed me four boxes and ask how many of each flavor would she liked to have. I without much thought purchased four boxes.
I later on my way home analyzed each scenario.
Lisa lacked confidence and did not give me a reason to buy. In fact she really made it very easy for me to say no.
Jill on the other hand was very confident in herself and what she was trying to do. She told me about all the good things that would come from purchasing product. She also described the product. She completed the deal by putting the product in my hand. It’s harder to say no once you take possession. She then proceeded to try to up sell me.
What I have learned over time is people like to buy things.
However hardly anyone likes to be sold. So I have deduced that the key to being a good salesperson is first finding out what people want. Then creating a way to help them get what they want.
We do this by emphasizing the features and benefits of the product. Think about it. What were the features and benefits that Jill brought to my attention? Sometimes the features are more subtle. In closing the key to success in sales is helping people get what they want and helping them feel good about their decision.
Please feel free to comment share you own personal experiences.
M Mills
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