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What You Can Learn From The Movie Business
Maybe everything you need to know you can learn from the movies. A friend of mine is a screenwriter in Los Angeles. Over a glass of wine, we were discussing his business and the nature of the beast in Hollywood. He's a boy from Canada who gave up his much-loved Honda, his life savings, and his broadcasting career to move to Los Angeles to attend the American Film Institute. Not an easy feat in your mid-30s. After 8 years of hard work he is now becoming the new discovery of LA. He said the most difficult thing to adjust to was all the talking. Collin slouches into his chair. "Everyone lies in this business. It's all big Cheshire cat smiles but essentially people have the 'Enough about you more about me' mentality." After our conversation I thought about his last statement. Are You On A Blind Date With Your Customer? We tend to love what we do. So we get all excited about it and then proceed to tell everything about ourselves to the potential customer. It just reminds me of a really bad date! A one-sided conversation becomes tired pretty quickly. Customers feel like they are on a bad blind date with you if there isn't a connection to what they need. Minus the cynicism, our clients are also thinking like the Hollywood set, "ENOUGH ABOUT YOU blabbing about all the wonderful things about your company, your product, your requirements. MORE ABOUT ME and what I need to survive and thrive!" The Helium Test Are you talking your face off when you are speaking with your client? When they ask you on the phone what you have to offer do they hear a massive intake of air and then you giving your best "I just sucked in helium and can talk really fast" act? If so you aren't making a connection with your customer. You sound like everyone else, you act like everyone else and you aren't positioning yourself as someone who can help. Because at the end of the day ?what you really do is HELP PEOPLE. The only way this is accomplished is by discovering what your customer needs and researching other areas of need areas your customer may not even have thought of yet! Questions Are The Answer! Sounds like a paradox doesn't it? In order to help your customer you first find out what they need. Or THINK they need. Carrie Fisher, the actress who played Princess Leah in Star Wars said "Instant gratification doesn't come fast enough. " Now for a girl with cinnamon buns attached to the side of her head this is a pretty profound statement. Your customers are demanding instant gratification. They want their needs met. In most cases, it just isn't happening. The first thing out of your mouth should be "May I ask you a few questions?" Remember W5? Who, What, When, Where, Why and How are the foundation of selling. Customers buy when they feel an emotion NOT when they've had information dumped on them. How do you do this? By asking questions! Our customers become engaged when they feel curiosity?NOT boredom. Our customer contact should be handled with this premise Create Curiosity With Questions. Would the Academy Want You? Create your own Academy award winning sales success by talking less and listening more. As Collin says, the best agents ask a multitude of relevant questions. Then they listen to the answers and make it happen. Are you acting like a star with your clients or are you being an agent? Your success lies in the answer. Copyright© 2005 Sales Diva, Kim Duke of The Sales Divas helps women biz owners and entrepreneurs attract amazing clients and customers, effortlessly! To learn more about increasing YOUR sales - and to read her FREE how-to-articles, visit her website http://www.salesdivas.com
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Coaching Multiply Your Sales When Thomas Edison's light bulb finally burned for 45 straight hours he said, "If it will burn that number of hours now, I know I can make it burn a hundred." The Changing Role of the Sales Consultant "Leadership rests not only on outstanding ability. It also rests on commitment, loyalty and pride. It rests on followers who are ready to accept guidance. Leadership is the ability to direct people and more important to have those people accept the direction." Vince Lombardi Sales Marketing: 10 Amazing Secrets To Sell Any Product Fast. Implement these smart sales marketing secrets and you'll be capable of selling any product fast. Be Yourself Here's the thing... you still have to make every marketing and sales message all about the WIIFM* for your target audience. But it's how you do this the words you choose and your behavior that makes the connection with the marketplace all about you. Increase Sales - Overcoming Barriers Ever thought to yourself, "If only my team members would complete the tasks that we mutually agreed to in our action plan." 12 Sure-Fire Steps To Improve Your Retail Sales The purpose of any business is to bring in customers, and it can only be accomplished through marketing. If your cash registers don't ring, something is wrong and you had better find out what is wrong fast. Because in today's competitive retail world... getting results is what counts. How Salespeople Can Create Immediate Believability And Credibility It pays to be specific. I believe that statement is true. If it is true, why do so many salespeople pepper their sales presentations with phrases of generalities? There are two primary reasons. One is habit and the other is instinct. A Stupid Question This is a stupid question but it has to be asked. Boost Your Sales With These Proven Responses The Myth of the Natural Born Sales Wonder When I researched the field of using personality inventories to determine future sales success potential, I found the following flaws in their application and interpretation: Anticipating the Audiences Reaction Obviously, you can not know all of the things that will set off an individual person. But you can know and base your actions on far more specific information about them than you probably now are using. Even if the reaction of the audience cannot be known, try not to do anything that will directly cause him to react negatively based on what you know to be generally true. The Quickest Way To Increase Your Sales The quickest way to increase sales is to make things happen - not to let things happen. Let me explain. Sales 101 For many individuals in business the hardest part is selling. For the majority of business owners, the jobs they had before don't prepare them for dealing with selling products. So, this article will deal with some basic tips to help you with sales. Selling White Space Almost all Internet Marketers have a basic idea of what they want to achieve in their careers. They may want to close more sales and earn a higher income. The process is quite simple. They craft a targeted letter with a powerful offer and post it on a web page. However, somehow they do not achieve the success they desire. Why? Why is it that intelligent, motivated, hard-working individuals are not achieving the success they deserve? It is because they don't know to sell white space. They pay all attention to sales letter vital elements: The Headline. They create a power headline to get the reader's immediate attention and create curiosity. How to Build Rapport in 7 Seconds! I had my first official sales training by a man who believed in being very assertive, almost pushy. At the time this conflicted with my reserved nature, and for the next 6 months did not even make one sale. Grow Sales Using Image Tactics In my dreams, I envision being the marketing consultant equivalent of Oprah or Tiger Woods. Oprah, for her premise, "You're a woman and only you are responsible for yourself." Tiger Woods, for his ultimate dedication to the game. Respectively, this is what they're known for or what their personal value can be identified as; put another way, this is what their brand identities are. The 6 Secrets To Sales Success There is no magic pill, trick, teqnique, system or secret to success. However there are many beliefs and habits that will bring you the desired results that you wish to have. It is your choice to develop the appropriate beliefs and habits that produce the results that you wish to have. If you honestly are not happy with the results that you are having then you must change the actions, which are producing those results. The following are 6 of the habits, which I have found will rapidly accelerate your sales and income to heights, which only you will limit. Putting Benefits Before Features Having spent so many years in retail, I always enjoy being on the listening end of a sales persons presentation. Busting Your Assumptions: Effective Probing Techniques for Sales Professionals Do you find yourself making these kinds of assumptions? The ?Shocking? Sales Strategy of Saying THANKS! I would like you to begin thinking of mailboxes in a new way. Contrary to popular belief it isn't a symbol of an inept postal service. In fact- it is one of the Best ways to communicate with your customers. And I am not talking about sales flyers either!
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