Selling isn't dating- Part two

One year ago today I posted "Selling isn't dating- I can cheat on you". Today I am back to that subject- no I didn't run out material. Instead I read this post today by Scott Ginsberg "ZOINKS! The customer actually came to ME! Now what?".

And it got me thinking. I completely skipped the asking out part.

Good thing for us, Scott was on top it.

So read his post, then read mine, and ask yourself- "what am I like when a customer calls?" And how can I improve my relationships with my customers? It could be you are just starting off on the wrong foot.

Technorati Tags: Customer Retention Customer Service Relationship Building Scott Ginsberg Selling dating

A blog to read

I picked up on this blog about a month ago. Really good stuff- and an interesting perspective on all things marketing.

http://dimbulb.typepad.com/my_weblog/

Policies and procedures

Fresh off a recent viewing of 'The Bucket List' - I was thinking...

Have you thought about what policies you have put in place lately? How you would feel if they were used to affect you?

My Point?
We all like to be treated special. So why do we make policies that treat people like a group instead of an individual?

Spoiled by immediacy

Instant messaging.

Email.

Cell phones.

Are we spoiled by immediacy? Do we expect things too fast? Have we cultivated a culture that can live without anticipation?

What do salespeople do when immediacy becomes the norm for everything? How do we anticipate their needs, wants, or questions?

The penny jar

I bet your local post office doesn't have a penny jar. Mine doesn't.

Want to know why?

They can't audit it. That was the explanation I was given.

Well of course you can't audit a penny jar- because its kindness. But that's the point of a penny jar.

A penny jar is more than just lint-less extra change. It's one consumers generosity spilling into another.

My question to you is- does your company allow for a penny jar?

Spontaneous Snowball fight

Shortly after finishing a "team building" excercise at work yesterday we all lumbered out to our cars on the way to a company dinner.

What happened next had the potential to educate our leadership team beyond reasoning.

It was a snowball fight.

As we exited the building, to our amazement it had snowed most of the day. As our group made its way to the parking lot the packed powder began to fly.

So why is this important?

All day we worked on team building. Standard "group think" answers where given and the veterans of the group paid each other the lip service they commanded.

But when the snow started flying, the leadership abilities became crystal clear. You could see those who could quickly adapt to a changing environment- one with baseball size packs of snow flying at you. You also saw others that could command and delegate to ensure victory. It also became apparent those that can immediately cut loose and be comfortable with co-workers.

What's the Point?
Planning can produce the results you wish. However, spontaneity can shed light on the less obvious.
And snowball fights are just plain fun!

Whats your job?

I think I would like to rewrite my job title.

Really. I don't see myself as a salesperson anymore.

Think of it. When was the last time you helped inform your customer into a decision? With the information age upon us (that's almost as bad a name as Cyber- Monday), consumers have access to way more information than in years past.

Consumers can make an educated decision. In fact, Consumers like to feel as though they are making an educated decision.

They don't needs salespeople anymore. What they need are reassurance people.

What are reassurance people? These are individuals who should be working to reassure prospects and current clients that they have made the right decision to purchase from them. That the customer is right, is making a good decision, and is purchasing correctly.

A while back a friend asked my opinion about a purchase. She said, "I am asking you this so you can reassure me that I made the right decision, not because I want your opinion."

This is the new job of a salesperson.

Technorati Tags: Sales Tools Differentiation