Diva Sales Tips

Before I launched The Sales Divas I was in sales and management for 2 of Canada’s largest national television networks. (For 15 years and I had massive success!)

And ohhhhh boyyyy – I had some amazing customers!  (In fact, some of them were GIGANTIC)

In my first few years of selling …I was STOKED by these HUGE clients and I spent most of my time on them.  I was lunching with big-time advertising agencies and loving every minute of it.

(This of course, led me to make the BIGGEST MISTAKE I ever made in selling…it was like I was about to collapse in a hole and DIDN’T KNOW IT)

My Biggest Mistake?

I forgot about the “littler guys.”

The smaller companies/people who had significant money to spend but they weren’t as sexy and glamorous as the BIG MONEY I was making from the large corporations and ad agencies.

In fact, the “old boys club” really encouraged you to DROP the “little guys” and only focus on the biggest accounts.

Until of course…..something happened to one or MORE of those big accounts ie/ They switched to a new network, your connection was fired or jumped ship, they shut down a division, they went bankrupt etc.

You get the picture.  And pretty soon my BIG CLIENTS shriveled and sizzled down to nothing and I was in full-scale panic mode!

Because when you were in straight commission sales as I was….no money means no food on the table.  Eeek!

Are You Making One of These 2 BIG Mistakes?

I learned a hard lesson all those years ago and from that moment on – I always made sure to have different levels of customers in my “pipeline”. (Remember -in order to make a turkey sandwich – you need some bread and butter and NOT just the turkey!)

I’d bet you’re either focusing all your efforts on:

• A few, big-scale customers. (You don’t have ANY “littler guys”)
• Many, too-small customers (who put together wouldn’t give you enough money to buy a sandwich.)

What can I say? DON’T DO IT.

Relying on just a few large accounts makes you very vulnerable.

Relying on too-small customers who can barely pay anything makes you exhausted.

You need a mixture of large and medium (A medium is a “littler guy” to me)

Remember – “littler companies” have a tendency to ALSO GROW into bigger companies too!

My Diva Dare Question For You?

Are you well-positioned with your customer base or are you on “shaky ground?” with only a few heavy-weights or a kazillion puny customers?

Time to figure it out lady.

So there.

Love from Your Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!

I love Smarties. (I can even sing you the entire Smarties commercial from my childhood!)

When I was a kid – my mom didn’t buy my sister and me 2 boxes of Smarties.

Oh no.

She’d buy ONE BOX and say…

“Share it.”

(I think it was her sneaky way to improve our counting skills.)

And when little kids sit down at the table to split something like a box of Smarties they say…

“ONE for you.

And ONE for me.”

Are You A Smartie At Negotiating?

I’ve observed something over the years.

Most women SUCK at negotiating.

Whether it’s buying from someone or selling something of your own…negotiating probably makes you feel a little “cheesy.”

You probably fall into one of 2 categories:

1. ALL MINE. You aren’t going to give up ANYTHING to get the deal.  Not one inch. (And P.S…you’ve lost some big opportunities because of it.)
2. TAKE ALL OF MINE. You don’t want to LOSE the deal so you give away everything hoping they’ll choose you.  (The problem lady-is that you’re left with nothing.)

The BEST Negotiating Phrase EVER?

Remember – the number one rule of negotiating is that BOTH parties should feel satisfied.

The SECOND rule of negotiating?  In order to give a little – you have a get a little back.

Are You Ready For The BEST Negotiating Phrase?

It’s simple.

The customer you’d love to have (remember we never negotiate with people we don’t want) asks:

“I want /need____________.”

You say:

“We/I can provide (REPEAT WHAT CUSTOMER ASKED FOR) ,

HOWEVER, this is what we/I would need from you in order to make that happen:

Ie/ Specific number of units sold

Guaranteed contract over x amount of months

If the customer is asking for something too crazy for you to consider – you say:

“I’d love to help you with ________________, HOWEVER we can best help you with __________________.”

Get the picture?

In negotiating you have to split the Smarties.  You can get what you want and so can the customer.

Negotiating requires a plan.

So don’t be too rigid or too easy the next time you need to negotiate.

Remember – SMARTIE sales women know to eat the red ones last.

And make sure to send me a comment and tell of one of your negotiation success stories (or flops)!

Love from Your Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!

I was recently reading a magazine on a plane (I’m always flying to speak at conferences) and ran across an ad for jeans that “banish your muffin-top”.

I laughed out loud (OK – I think I actually SNORTED) and the guy beside me looked at me with a smile and a raised eyebrow.

With a smirk I said…

“You’ve got to be a woman to really appreciate this advertisement!”

Muffin Top

The dreaded spillage caused from wearing too tight pants.

It’s your basic nightmare.

But being the strange sales coach that I am…I immediately thought…

“Hmmmm….most women are experiencing MUFFIN TOP SALES!”

So What The Heck Are Muffin Top Sales??

Well cupcake…just as we’re responsible for creating muffin-tops in our jeans – you’re also responsible for creating Muffin Top Sales.

They occur when you’re trying to make sales:

• Wearing rates that are too tight
• Accepting too many clients that pay the tight rate
• Seeing spillage because there isn’t any room in your business ie/not enough time, money or even room for new and better customers.

How Do You BANISH Muffin Top Sales?

You know me as your bossy Sales Diva.

Well my clients know me as the..

“Super-Bossy-Sales-Manager-Who-Made-Me-Increase-My-Rates-
And-Drop-Bad-Customers”

You’ve got to push away from the table lady.

Whether you work for yourself or for someone else – you can still have Muffin Top Sales.

You’re overloading yourself with clients who don’t pay enough.  (And you let them.)

The only growth you’ll see from these customers will be the increased demands on your time.

Will You Accept My Sales Diva Dare Sales Tip?

It’s time to get rid of the Muffin Top.

Go through your client list and identify your Bottom 20%.

You know.  The clients who pay the least, expect the most and who take up the bulk of your time.  They’re costing you money in a big, big way.

The clients who aren’t going to grow WITH you.

And make sure you drop me a line letting me know how you DROPPED your Muffin Top Sales!

Love from Your Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!

When I was a kid growing up, my mom worked most Saturdays at a local bank.

She’d call the house around 9 am (that’s as LATE as we were allowed to sleep in) and she’d say…

“Your “Cinderellies List” is waiting for you and your sister.
Make sure to have it all done by the time I’m home at noon.”

So for those of you who didn’t have a “Cinderellies List” as I did…here’s what I’m talking about.

My mom would have a BIG piece of paper waiting on the kitchen table which said…

“Good Morning Cinderellies!” (Her twisted version of Cinderella)

“Here’s the list of what has to be done today – if you FIGHT – you ALSO have to mow the grass and wash the car:”

• Make a pan of brownies
• Vacuum
• Dust
• Clean bathrooms
• Wash 2 loads of laundry
• Take the garbage out
• Have lunch ready

Love, Mom

Yikes.  We VERY QUICKLY chose the list that was less work.

So what can my MOM teach YOU about selling?

Compare Something BIG to Something Smaller

I’d bet when a customer asks you about YOUR pricing you start with the LOWEST amount and then offer a range ie/ We have packages STARTING at $99

Uh oh.  You need a lesson from my mom.  Because remember – what your customer (or your kids) will remember – is what you SAY FIRST.  My mom positioned washing the car and mowing the lawn IMMEDIATELY as the big comparison – it made the rest of the list LOOK EASY!

You ALWAYS position your products or services in COMPARISON to something else. (Sometimes even what a competitor is usually charging)

Show the VALUE of what you normally charge.  Show what you’d normally charge per hour.  Show what the retail value is.

Your Diva Assignment this week is to review your rates and pricing.  Are you positioning expensive products without COMPARING it to something EVEN MORE expensive? Or you’re having a sale but you don’t compare it to anything?

Fix it.

So there.

Love from Your Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!

Join me, in person, on March 9th, to learn how you can jump start the new season!

I’ll be speaking at Gratitude Stationers ‘Glamour & Great Things’,  in Edmonton.  It will be an evening of extraordinary sales training that will transform your entire business. Get ready to be inspired and left spinning with great tips and secrets.

Check it out.

P.S. Come prepared with tons of business cards – you just never know the connections you will make!

Do you want to know who the toughest customer in the world is?

A student in high school.

Last year my 14-year old niece hated math.

As in…

“Who-needs-this-and-I-won’t-ever-use-these-formulas-when-I’m-25″

She was an honor student with all of her other classes but MATH felt like a big stone around her neck.

Until this year.  The Miracle on Math Street happened.

Who was the miracle?

Mrs. Gus.

As soon as the school year started, my niece said to me…

“Auntie – I LOVE my math teacher.  She’s amazing!”

Curious as to WHY she’s so amazing?  Keep reading lady as it applies to you too!

The Miracle of Mrs. Gus and Her 4 Weird and Powerful Sales Tips

Of course I asked my niece:

“Wow – she sounds terrific!  What has she done to make MATH feel so good?”

Cutie-pie niece sipped her hot chocolate and said with a smile…

“Auntie – she is soooo much FUN!

Honestly, she DESCRIBES things in such a cool way that it is all SINKING IN!”

So here are some examples of what Mrs. Gus has done recently:

She…

• Found a youtube video of Darth Vader teaching a math class….and while it was playing went to a closet and put on a Darth Vader helmet while everyone watched the video.
• Makes a formula look like her husband on the chalkboard – complete with a bow tie.
• Tells stories about her family every morning that makes the kids laugh.
• Compares complex formulas to rabbits having lots of babies (too complicated to explain here but OH SO FUNNY!)
• Looks for the positive in the kids and catches them doing THE RIGHT THING often

So What Are The 4 Weird Tips YOU Can Apply To Your Sales?

• Create An Experience. Take a good hard look at how you’re presenting your products and services right now.  Are you boring or are you memorable?

• Paint A Picture. If you have a difficult product/or service to explain…then find something in ordinary life that you can COMPARE IT TO.  When the customer can see how this can work for them IN THEIR MIND – they are sold!

• Be Willing To Be Different. I’d bet you weren’t taught math by Darth Vader.  Have you gone out on a limb lately? Have you tried something new?  If you keep doing the “same-old-same-old”…your customer starts to see you as OLD and OUT-DATED.

• Use A Variety of Methods to Reach Your Customer. Just as Mrs. Gus uses every technique and medium possible to reach her students…you need to do the same thing.  If you’re only using one method – you’re missing out on attracting and converting LOADS of CUSTOMERS. (and in my world that means LOST CASH LADY)

Listen.

If a math teacher can connect creatively with teen-age students (the toughest customers on earth) then I think YOU CAN connect with your customers in a unique way too.

I Diva Dare you.

Love from your Bossy Sales Diva,

Kim

P.S. I’m devoted to helping as many women entrepreneurs and women in sales as I can.  If you know of someone who would love to learn HOW TO SELL THE RIGHT WAY, then please encourage them to sign up at www.salesdivas.com and we’ll get them on the track to success!

I’d love to hear your unique ideas on what you’ve done for customers.
Share your stories in the comments below!

UPDATED:

Here’s a great powerpoint presentation on the beauty of math!

I was speaking at a fabulous conference recently and later had a line up of

women entrepreneurs and salespeople wanting to speak with me.

One lady in particular had a really wonderful question – in fact I think you may struggle with it too.  (Honestly, she was practically chewing her lip off in anticipation!)

Her question?

She said…

“Kim, I have tried and tried to connect with this individual, I know I can make a huge difference in their company….but I don’t know HOW to get in the door!”

Ooooooooooooooooooooooh I LOVE these types of questions.

Why?

Well – it is something I’m known for.  I KNOW HOW TO ATTRACT attention and interest from companies and people that others “give up” on.

My response to the lady with the BIG QUESTION?

“You’re focused too much on the front door.

Plus – there’s a ton of competition knocking on the same spot!”

What Was My Advice For Her?

Well, hold your horses!

First I want to explain WHY you’re making a big mistake by plowing through “the front door” like a bull in a china shop.

Most businesses have filters set up for people like that.

• Receptionists
• Voice mail
• Call display

So when you’re calling a million times, leaving too many voice mails and emails…you move into the Land Of Annoying.

What Do I Want You To Do?

Circle your customer instead. (Not stalk – but surround)

Here’s a few ideas (and you know I have a million more of those!)

• Get an introduction from someone in your circle who knows this person/company.
• Send an article to them in the mail that’s relevant to their situation.
• Send them an introductory letter and how you heard about them

So quit banging your head against the wall by doing the same thing as everyone else.

Get creative, “circle your potential customer” with YOU and your product in a variety of ways and you’ll GREATLY increase your odds of closing the sale.

So there.

Love from your Bossy Sales Diva,

Kim

 

 

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Check Out My National Magazine Column!

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I write articles for many different publications and I wanted to share my most recent one with you.

Check out my column in Company of Women.

(Hint – I’m on Page 27)

http://www.companyofwomen.ca

My 14 year old niece was over the other night (I love hanging with her!) and as we were having a cup of tea she said…

“Auntie – I’m feeling bad I haven’t called my friend Eliza back…

she’s going to be mad at me!”

So I talked to her about WHY she hadn’t called her back and then I said…

“You know what? It’s NEVER TOO LATE to call back!”

The look of relief that crossed her face was almost comical.

And sure enough – she whipped out her phone, sent Eliza a quick text to book a time for them to talk the next night. Of course – Eliza was thrilled to hear from her and WASN’T MAD AT ALL.

My niece took a sip of her tea, smiled a BIG GRIN and said…

“Auntie I FEEL SO MUCH BETTER!!!”

Are YOU Feeling Guilty??

I bet right now – YES – at this very moment – there is someone you’re feeling guilty about.  (See – their face just popped into your head RIGHT NOW!)

For whatever reason, you haven’t:

• Called them back
• Fired off an email
• Sent the proposal
• Shipped their product
• Sent the invoice
• And whatever else you should have done!

It happens to all of us! (In fact – while I was writing this I thought of 2 people I need to follow up with as well!)

Listen – life happens.  And sometimes things can slip through the cracks.  I get it.

However, the longer you PUT OFF calling the person you need to talk to – I can guarantee your guilt is GOING TO GROW.

In fact, it can sit there for months, even years even if you let it.  (So let’s make sure that doesn’t happen OK?)

Are You Worried They Are Going To Be MAD At You?

Here’s another breakthrough for you.

Most people ARE NOT going to be mad at you.

In fact, they’ve been living their life, walking their dog, watching Dancing With The Stars and eating pizza!

And if they are supposed to get the proposal/product/back-order/invoice…one thing I know for sure.  If you AVOID them – they WILL eventually get MAD.

Here is YOUR DIVA DARE OF THE DAY:

Pick up the phone NOW and connect with the person you need to call. (YES – THAT ONE)

Apologize if you need to, but please don’t offer a long Moby Dick list of excuses.  Instead – say you’re sorry for the delay, you’re on top of it NOW and is there anything else that you can do for them?

Trust me. Do it TODAY and you’re going to feel soooooooo much better.

So there.

Love from your bossy Sales Diva,

Kim

 

 

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Hey Lady – I Need Your Help!

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I am diving into some BIG things over the next few months…ie/ youtube tips,  launching a new website and MORE as I want to be able to help Women Entrepreneurs and Women In Sales ROCK their sales!

I want to DOUBLE even TRIPLE my database of fabulous people (and oooh boy – next year is going to be a big one!)

Can you please send my ezine to as many women as you can during the month of November?  Tell them to sign up NOW as they will love my free tips and of course the 30 page FREE report: the 5 Biggest Sales Mistakes Women Make.

Thanks So Much!!!

When I was a kid, I LOVED Halloween.

I grew up in a teeny, tiny little town in Western Canada (honestly, it had 4 streets!) and so Halloween was a BIG DEAL for all of the kids. (And back then – you weren’t afraid to eat the delicious, homemade pink popcorn balls Mrs. Millsap made!)

My mom would whip up some crazy costume (she usually sewed it the night before) and my sister and I would wear our costumes to school and “hit the streets” (all 4 of them!) as soon as school was out.

We also always raised money for UNICEF at the same time with our little coin boxes.  (Yes – charity and chocolate DO MIX!)

In fact, I think some of my biggest sales lessons came from Halloween.

Are You Ready For 3 Spooky Sales Tips (and a nasty pic of me????)

Here We Go!

Rule #1:  You Have To Dress Up!

I don’t know about you – but my mom wouldn’t give ANY CANDY to a kid who didn’t dress up.

She said…

“If you want the goodies you have to SHOW COMMITMENT”

So all the “big kids” with only a pillow case and some lipstick on their cheeks would walk away without anything.

In sales, if you want to be in the game, then you had better be ready to SHOW UP.  That means investing in your business, stretching yourself and your goals and showing your commitment.

Otherwise – don’t expect any GOODIES TO BE HEADED YOUR WAY.

Rule #2:  Watch For The Lights!

The first rule of Halloween that ALL KIDS should be taught is that if the lights are out and there aren’t any Halloween decorations….then guess what????

THEY DON”T WANT YOU!!!

OR THEY AREN’T AT HOME!

So why waste time knocking on the door, peering through the window and ringing the doorbell?  WRONG CUSTOMER lady.

Instead you always RAN to the people who had toilet paper ghosts hanging in the yard, a blown up Frankenstein and they ALWAYS HAD THE PORCH LIGHT ON for you.

I bet you’re wasting loads of time and money knocking on doors without lights and decorations.  Hellooooooooooooooo – they AREN”T INTERESTED.

Back off and head to the door with the lights before they run out of chocolate bars!!

Rule #3:  You Have To Ask For The Business!

TRICK OR TREAT!!!!!!!!!!!!!!

(sounds like quite the negotiation tactic doesn’t it?)

If you go to the door but don’t knock or ring the doorbell – the people inside DON”T KNOW YOU’RE THERE.  They can’t give you anything!

The quiet and shy kids always ended up with the least amount of candy.

You have to say “TRICK OR TREAT” – it’s EXPECTED OF YOU and the CUSTOMER WANTS YOU TO SAY IT.

(Its part of the fun and the experience….and be grateful you didn’t have my mom who would make “the big kids” sing for their candy)

Why aren’t YOU asking for the business from your customers??

Rule #4:  You Gotta Be There FIRST

Every kid on the planet knows this one.

You don’t dilly dally hoping the candy will float out the door to you.

YOU RUN from house to house.  Why?

Because all the GOOD CANDY GOES FIRST that’s why!

Kind of like your potential customers (or your existing ones)…wait too long and you’ll be stuck with those nasty Halloween left-overs called “Halloween toffee” – UGH – I hate those to this day!

Are You Ready For The Nasty Picture Of Your Sales Diva???

Now the question is…CAN YOU GUESS WHICH ONE I AM?

HAAAAAAA!!  Happy Halloween!

Love from your bossy Sales Diva,

Kim

 

 

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Free Tele-Summit – Don’t Miss Out!

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I’ve been asked to speak as an Expert at an upcoming virtual event.  I feel honored to be a part of this awesome lineup of experts in Small Business Success.

It’s a virtual event, conducted over the web.  (no makeup, no shoes required)

And, the best part…  no cost to attend!

You really owe it to yourself to register for it.

Although the content is directed to Businesswomen, they tell me no one will be checking ID’s at the door, so the men out there can listen in on the strategies that will be shared.

http://bit.ly/3DGB9b

If you have all the business you want, no need for you to register.  If you don’t, you’ll want to register to find better ways to market, sell and propel your business to where you’d like to be.

By attending this virtual tele-summit, you’ll get loads of innovative ideas and strategies for generating new business – all from the comfort of your home or office.

Check it out for yourself.  I know you’ll agree with me lady!

This is a not-to-miss event!

http://bit.ly/3DGB9b

 

 

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Need Some FREE Business Exposure?

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Dazzle This Diva has been going strong for six months now. To keep it going for another six months, I need your sales and marketing questions!

Not only do you get Free advice from your Sales Diva, but you also get Free exposure to all my readers. That’s a lot of people clicking through to YOUR website.

So send your sales and marketing questions to me now at info@salesdivas.com. Make sure you you include your name AND website!

OK – I can admit it.

I’ve been following Seth Godin for years.  He’s an unconventional, straight-shooting writer, the master of invention and re-invention….OK – don’t even get me started.  I love the guy!

Who is he? 

Well – probably the most influential marketing expert in the 21st century.  His blog is the number one business blog in the world…does that capture your attention?

I purchased his latest book Tribes last night and stayed up late finishing it. Yes – me, Seth and a glass of red wine! (Not a bad way to spend a night)

So what did his book to me?

Well – first of all it gave me a kick in the pants.  Reminded me of the additional tools, strategies and THINKING that I need to be applying to my business.

Most importanly -it also affirmed that I am a leader of a tribe.

So buy this book ASAP – buy it for everyone you know and also watch out for changes on my website and beyond. 

http://www.sethgodin.com/sg/

So there.