Girl Scout cookie season recently came to a close. I certainly bought my share. As big a sucker as I am for a kid selling something, I have come to realize I didn’t buy every time I was approached. As I evaluate my cookie purchases, it becomes evident to me that all the girls who were successful in selling me their cookies had certain sales skills – skills that I believe translate well to our business. Here are four qualities that made a difference to me when making my purchase:
- Knowledge – I bought from those girls who knew the names and ingredients of all the various cookies. You should know everything there is to know about your business, industry, products and market. As they say, “Knowledge is power.”
- Trusted Adviser – I bought from girls who were willing to share their expertise and opinion and give me THEIR advice on what cookie was the best – “Thin Mints are awesome!!” “Tag-a-longs are my favorite!” You should be your clients trusted adviser and be willing to share your experiences. It’s not enough to have the knowledge and information if you aren’t willing to tell your clients what it means and how to use it to their advantage to get the best deal.
- Enthusiasm – I only bought from the girls who seemed to really enjoy selling their cookies and excited about the opportunity to do so. I said “no thank you” to all the girls who sat back in their chairs, with a scowl on their faces , who seemed to only be there because of their moms. I encourage you to LOVE WHAT YOU DO and don’t be afraid to show and tell people. People want to work with people who enjoy what they do and are good at it.
- Appreciation – I always felt better about my purchase when the girls showed true gratitude. Even though my transaction was over, I went away feeling good about my purchase and often shared the story of my positive experience with others. Clients are often hard to come-by. Make sure you let them know how much they mean to you. If they feel this appreciation, post transaction, they are more likely to refer you to others and also be repeat customers.
I hope you can use these four skills to help grow your business. Please let me know if I can ever be of any service to you. I want to wish you all the very best and much continued success. Have a great day and a wonderful week.
Coach Chuck, 925-596-4018
Copyright – 3/15/16