Are You Stuck On The Spin Cycle of Selling?
So many women in sales are “Information Dumpers” when they meet a client.
What do they Information Dump about?
All the BORING features and benefits of what is marvelous about their product or service.
Yawn.
Instead, as a customer I am interested in someone who is a PAIN-REDUCER.
For instance.
I was recently buying new appliances for my home.
This is always a great reminder as you get to deal with a million sales people who are torturing their customers on a daily basis.
The first 3 places I looked, had salespeople who didn’t ask me ONE QUESTION about what was the most important thing I was looking for.
Instead they babbled on for 10 minutes (as I was looking around frantically for an oxygen tank to give them) about all the wonderful features of this and this and this. (hellllo spin cycle!)
They lost me.
I wasn’t even thinking about the appliance and all its “pleasurable” features any longer.
I was looking for the next exit.
So Who Sold Me The Fancy Schmancy Appliances?
A guy who did a wonderful job of asking me questions that weren’t pushy.
For example.
He asked me if I liked to cook (I LOVE it), he asked me if I hated doing laundry (are there people out there who actually like it??) and he also asked me how important it was for me to have environmentally friendly appliances. (Al Gore is my hero).
And based upon my responses he did something you’re probably not doing.
He made a RECOMMENDATION.
He recommended I have:
- dual-ovens so I wouldn’t be serving food on cold plates to my guests.
- a convection oven so I can quit wasting 25% of my time WAITING for meals to be ready
- washing machine and dryer on stands which also use a teaspoon of soap so I am not harming the environment or always shopping for laundry soap.
- and sooooo much more.
And he also made a very big sale.
So What Are You Doing Still Flopping On Spin Cycle?
I know. I know.
You were taught by someone that being a good sales person is being a smooth talker.
Ditch that thought.
Instead – FOCUS on all the PAINFUL PROBLEMS you’ve learned from your client and cater to that instead.
I don’t care about all your features and benefits. They just go down the drain.
I want to know HOW you’ll solve my problem better than anyone else.
Answer that and you’re out of the spin cycle lady!