Diva Sales Tips

OK – don’t laugh – I just used one of my Dad’s favorite expressions!

As much as I HATED this phrase as I was growing up – he was absolutely RIGHT.

What Does It All Mean?

It means – DON’T WAIT until you’re DESPERATE for MONEY to start selling.

Why?

Because – desperation REEKS and your customer can smell it a mile away!

What Happens To You When You’re Desperate For Cash?

• You Take Anything You Can Get. Uh-oh. This is how you get hooked up with customers that aren’t right for you, who don’t appreciate you and who are probably going to end up being a TON of grief. (ever been there?)

• You Drop Your Rates. Yikes.  You end up charging less than what you’re worth and now you’ve actually TRAINED YOUR CUSTOMER to expect this low price.

• Your TRUST Factor Goes Downnnnn. How? Because customers/potential customers can feel the negative energy pouring off you.  And guess what? It makes them BACK OFF - possibly forever.

• You Are Stressed Out. Hey – we’ve all been cash-strapped at one time or another. You had better have a back up plan sister.  Waiting until desperation strikes causes you sleepless nights and frantically rolling eyeballs. (neither of which do much for you I might add!) 

So What Should You Do?

Start Digging.

Do you want to know my stress-free sales formula?

Sell AHEAD.

As in a minimum of 90 days ahead.  When you stop selling “in the month – for the month” you start being proactive and also much more professional.

Why?

Because people who plan ahead are thinking about their client’s best interests.

And that’s the ONLY PLACE you want your focus to be on.  Because when your client is happy with you – your sales will reflect it.

So there.

In business and in life – there will be times when you feel there are SO MANY OPTIONS.

And quite frankly, you don’t have a clue where to start.

Know what I do when the world starts to spin?

I head to my tree house.

Yes – I have my very own tree house sitting high above 3 1/2 acres of trees.

Two Perspectives For Fresh Thinking

The great thing is there are 2 perspectives from the tree house.  Both beautiful, both relaxing and both offering me fresh takes on the ever-changing landscape.

• The high one that overlooks the tree tops.
• The one underneath with a tire swing and a bench that looks into the field and bushes.

It’s basic but it does the job.

“And what is the job” you ask?

Getting my head together in a quiet place.

Can You See The Forest For The Trees?

Hey listen.

It doesn’t matter what state of growth you are in business or selling – at times it will feel overwhelming.

I have a fabulous virtual team of people helping my business grow but they still need direction from me.

The thing is – I need direction from me too.

So when all this sales stuff is starting to drive you crazy – go find a place outside with a pen and a notepad.

And ask yourself this question (the very same question I ask myself in my tree house every day)

“What is the MOST IMPORTANT THING I need to do to grow my business today?”

Don’t focus on a million things and get nothing done.

Instead focus on ONE THING TODAY that will help take you another level.

Following up with a client, preparing for a meeting, launching an e-zine…deep down you will know the most important thing that needs to happen.

(Probably the one you have been avoiding lady!)

It will give you clarity and keep you on track so you don’t have STUNTED GROWTH.

Who said so?

Your Sales Diva and her trees

Confession.

I'm a MASSIVE Sex and the City fan (truly heartbroken when the show wrapped up!)

Yes – I was one of those people who bought the entire 6 year series from Costco.

So what do Carrie, Miranda, Samantha and Charlotte from Sex and the City have to teach you? 

1) Create a community.  Word on the street is that a Sex and the City movie is in the works. Why will a TV show from HBO probably create a stampede of stilettos at the box office? Because the show created a community of loyal fans.  The audience is built right in..now we'll see if the audience will respond or will it be like the flop the Oprah had with "Beloved?" What are you doing to create a community with your customers?

2) Stand For Something.  Sex and the City pretty much says it all.  HBO created the hit series by launching something most women have lived at one point or another. (Except no one was talking about it! ) The producers knew they wouldn't attract everyone and nor did they care about it.  Are you trying to blend in with your competition?

3) Create a Brand.  To succeed in sales – as a business owner or a salesperson – you need to be known for something.  We definitely knew what Sex and the City was all about.  What do your marketing/sales efforts say about you? What are  you an expert at?

OK – I must admit – I'm a shoe addict as well as a Sales Diva!

Here's a "snapshot" of my closet – everything from purple stilettos, leopard-look high heels, about 5 pairs of the "perfect shade of red" strappy sandals, some black, patent, sky-high "I'm so shiny you could apply your lipstick in them" pumps….well – you get the picture.

For every occasion – from walking my dog to presenting a seminar – I've got the perfect shoe.

Here's what drives me nuts.

Just as you wouldn't wear a pair of flip-flops with a business suit (if you are – please send me a picture!), you ALSO don't whip out the wrong information for a customer.

Are You Polishing The Wrong Sales Shoe?

I see it all the time.

Entrepreneurs and sales people who get a look of maniacal GLEE when they are asked to share information about their business.

And they then proceed to do the biggest INFO DUMP all over you.

Blah, Blah, Blah.

Honestly, its enough to make you shiver.

Here's some Sales Diva words of advice.

Don't do that!

When you're meeting with a customer, new or existing – either on the phone/e-mail or in person….be more concerned about asking them questions vs. sharing every single product/service you have to offer.

Why?

Well – as Rhett once told Scarlett – "Frankly my dear, I don't give a damn."

And neither does your customer.

They ONLY want to hear what's relevant to THEM and their situation.

So cool your jets lady.

Listen more, talk less and you'll discover which is the RIGHT KIND OF SALES SHOE you need to be offering your customer.

Which of course… leads to more money for buying more FABULOUS SHOES!