Posts made in November, 2013

The Storyteller Sell: Why Salespeople Need to Use it More

Posted by on Nov 20, 2013 in Business, Sales | 0 comments

Guest Post by Kyle O’Brien

 

Great storytelling is the ace-in-the-hole for sales.

Yet some salespeople forgo the storyteller approach because of time constraints, when in reality, they’re missing out on one of the best ways to connect their product to a customer. When you think about it, why do we love great storytellers so much? It’s not because they have an awesome “movie-trailer-guy” voice; it’s because they make us feel something for the story. We live in it. We see it. And we bond to it.

StorytellingLet me tell you a story of the first, great storyteller salesperson I encountered. It was around the holidays. I was in college and went with my roommate to the mall to finish up our shopping lists for our parents. My roommate always did the same dance for his mom: buy a bottle of Chanel No.5 perfume. He was the easy buyer. Very little indecision.

Anyway, while he was asking for the perfume, I told him I was going to go around and do some window shopping. I stumbled over to the Men’s cologne section. I looked over a few samples on the glass when the salesman came over to greet me. He asked if I was buying for anyone in particular and I said, “No.” I told him I was just tagging along and was really only passing through on my way to get a belt and some socks for my father (standard protocol for kids on what to buy their parents). He nodded in agreement and said, “Is your dad a big cologne person?”

I laughed and said how I could never tell if he was big into cologne because his brand smelled a bit like that stench that comes up from wet grass clippings. I made a point to tell him that he probably used the same brand for the last 10 years (heck, it might’ve just been that one bottle for all I know). I rattled off the brand and asked if it was popular.

He knew about it. Said it wasn’t really an old cologne, nor was it really new. It was somewhere in the middle. As for being popular, he gave it mixed reviews. He’d never personally wear it, and agreed the scent was a bit much.

He then went on to talk about an old cologne that his father used to wear all the time. He remembers the first time he looked over his father’s cologne selection laid atop his dresser. He talked about how he began to memorize when it was “Mom & Dad Date Night” based off of how awful the bathroom hallway smelled from the cologne.

I asked him what he’d compare that cologne to. He didn’t hesitate: It smelled like Deep Woods DEET spray. But he said it was worth it because he knew what that fragrance meant. That it meant family. That it meant his father going over the same routine to get ready and spend time with his loving wife.

But he said routines can be tweaked, too. His father eventually moved on to a new brand just because. It wasn’t because of complaints from his son or his wife, he just did one day.

I smiled and looked at the samples in my hand. I asked which of these he liked, or would at least be a step above that old cologne my father swore by. He picked out three of the samples. Sprayed each on a piece of paper and gave me an extra backup sample to take home. He told me to either keep them for myself, or give the samples to my father and get his take.

But I went one step further. I went with my gut and bought a cologne gift package off of the first sample. The salesman wasn’t pressuring me to buy on a whim. He packaged the deal long before that with the story and the peace offering of the samples. He did his part and knew in one way or another, there’s a good chance I might be back to his store to buy the cologne.

The whole thing took less than 10 minutes and best of all, it felt organic. It wasn’t forced. He saw an opportunity to not only listen to my “need” (because I didn’t exactly have one), but provide a similar tale that only enhanced his products further.

Storytelling is something every salesperson needs in their arsenal. It’s one of the best skills to acquire, nurture and execute on the floor. Because at the end of the day, the sale is there. The customer just needs to be nudged properly to see it. And who doesn’t love a good story?

What’s the best storytelling sale you’ve encountered through the years? Let me know in the comments!

Guest Author

Kyle O'BrienKyle is the Community Manager for an e-learning company, ej4, and has written many articles concerning daily workplace struggles, how to improve one’s leadership abilities and how to motivate employees the right way. Follow them on Google + for more.

The post The Storyteller Sell: Why Salespeople Need to Use it More appeared first on Thin Difference.

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How To Become A Great Salesperson

Posted by on Nov 19, 2013 in External Videos | 0 comments

How To Become A Great Salesperson

 

 

Victor Antonio put together a great 13 minute video on how to become a great salesperson. Victor presents  a few of the many baselines that we as salespeople need to master our ability to provide a great service.

Victor starts out explaining that customers are smarter now days than in the past. The customer has access to a multitude of informational sources that tend to better educate themselves in regards to new or better products. Victor goes on to state that we have “the ability to present information beyond the obvious” to really stand out with our customers and prospects.

The second key aspect that Victor talks about is the need to focus on the right targets. Focusing on the right targets prevents us from wasting time trying to sell to the wrong people.

The last couple important aspects he tries to communicate with us is the importance of having a sales process and being responsible for ourselves.

 

If you would like to visit his website click here and you will be taken to www.victorantonio.com

 

Do you agree with what he says in this video? please leave comments below.

 

 

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Markup vs Margin. Knowing The Difference Is Key

Posted by on Nov 13, 2013 in Sales | 0 comments

Markup vs Margin rbbaird via Compfight

Markup vs Margin. Knowing The Difference Is Key

When we run a business we all realize that it is not as simple as buying a product or service and selling it. We that currently or have run a business know that there are many ratios, percentages and formulas that we have to pay attention to to run a lean and profitable business. We all know that running a business takes operating money much like our bodies need food to create energy that keeps us going day after day and year after year.

The food that a business needs is PROFIT.

Those of us with experience developing and maintaining metrics in our industries know that we could sit here all day and break down any number of ratios and/or percentages that we use to measure the heartbeat of our companies.

That would be pointless….because

  1. you don`t have all day
  2. the ratios and percentages are different in all industries
  3. the most important factor to achieve is profit
  4. let`s keep it simple

In my years in sales I have noticed that many people had a hard time distinguishing the differences between Markup and Margin.

Most new business owners put a tremendous amount of work in setting up their business, hiring employees and finding the right product or service to sell to only price the product wrong. Marking up a product is only taking a percentage of your purchase price and adding it to the cost of the product expecting that the difference is your profit.

YOU ARE LEAVING MONEY ON THE TABLE!!! 

Focusing on Margin for your business will be able to accurately obtain the profit needed to sustain a business without leaving money on the table. Margin is the actual percentage of the selling price from cost. Let break it down in a chart for a those of you that are visual learners.

 

Cost Markup % Markup $ Selling Price Margin % Margin  $ Selling Price Difference $
$100.00 30 $30.00 $130.00 30  $42.85 $142.85  $12.85
$100.00 31 $31.00 $131.00 31 $44.92 $144.92  $13.92
$100.00 32 $32.00 $132.00 32 $47.05 $147.05  $15.05
$100.00 33 $33.00 $133.00 33 $49.25 $149.25  $16.25
$100.00 34 $34.00 $134.00 34 $51.51 $151.51  $17.51
$100.00 35 $35.00 $135.00 35 $53.84 $153.84  $18.84
$100.00 36 $36.00 $136.00 36  $56.25 $156.25  $20.25
$100.00 37 $37.00 $137.00 37  $58.73 $158.73  $21.73
$100.00 38 $38.00 $138.00 38 $61.29 $161.29  $23.29
$100.00 39 $39.00 $139.00 39 $63.93 $163.93  $24.93
$100.00 40 $40.00 $140.00 40  $66.66 $166.66  $26.66
$100.00 41 $41.00 $141.00 41  $69.49 $169.49 $28.49
$100.00 42 $42.00 $142.00 42  $72.41 $172.41 $30.41
$100.00 43 $43.00 $143.00 43  $75.43 $175.43  $32.43
$100.00 44 $44.00 $144.00 44  $78.57 $178.57  $34.57
$100.00 45 $45.00 $145.00 45  $81.81 $181.81  $36.81
$100.00 46 $46.00 $146.00 46 $85.18 $185.18  $39.18
$100.00 47 $47.00 $147.00 47  $88.67 $188.67  $41.67
$100.00 48 $48.00 $148.00 48  $92.30 $192.30 $44.30
$100.00 49 $49.00 $149.00 49  $96.07 $196.07  $47.07
$100.00 50 $50.00 $150.00 50  $100.00 $200.00  $50.00
$100.00 51 $51.00 $151.00 51  $104.08 $204.08 $53.08
$100.00 52 $52.00 $152.00 52  $108.33 $208.33  $56.33
$100.00 53 $53.00 $153.00 53  $112.76 $212.76 $59.76

 

Did you notice a difference in profit dollars and sales price? That`s more money than I would care to leave on the table if I were using the wrong pricing method.

Here`s a simple formula to calculate margin sales: (cost/1.00-desired margin % = selling price) in other words if I want 30% profit margin, need to subtract .30 from 1.00 and that would leave me with .70. There are much more elaborate calculation formulas, but my aim is to try and keep it simple.

Remember that:  value x benefit = price and once you have that nailed you are a true salesman.

please let me know if I can help you in any way by emailing me at hugo@thesalespitch.com or please comment below.

 

 

 

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Do You Have Smartphone Etiquette?

Posted by on Nov 9, 2013 in Learning | 0 comments

Do you have smartphone etiquette?

Do you have smartphone etiquette?

Do you have smartphone etiquette?

 

How many times have you answered your mobile phone while in the middle of a conversation with someone?

Many of us tend to have a selfish way of thinking when it comes to our smartphone and the self importance it portrays when someone dials our phone number in hope to communicate with us. We all feel the need to constantly check for voicemails, missed calls, Facebook, Twitter, and who knows what else installed on our  smartphones.  I came across this info graphic below to illustrate how people  use their smartphone in four separate areas, the library, on a date, at the cash register, and at church.

Smartphones are not only tied to being answered at the wrong times, but also allow the user to have access to multi-tasking capability.

Please don`t think that I am trying to bash smartphone technology, I am simply trying to get a feel on how this remarkable device has permanently changed social interaction on the planet. Growing up I have seen the world shrink due to the internet and now I`m witnessing the world become even smaller with these hand held computers that have the capability of calling someone half way across the world in two seconds. We need to start teaching our children about proper smartphone manners in order to keep human interaction alive and well for future generations. It is inevitable that they will own a smartphone one day.

So the next time you see a twelve year old on a skate board rolling by you and talking on his smartphone……..ask yourself……….is that normal?

 

Please see the infographic below and share your thoughts and comments if you agree or disagree.

 

The Evolution of Smartphone Etiquette

Explore more infographics like this one on the web’s largest information design community – Visually.

 

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Online Shopping Statistics and Trends

Posted by on Nov 6, 2013 in Marketing, Sales | 0 comments

Check out these percentages to see how online shoppers personalize their shopping experience. This online shopping statistics and trends chart will help you identify key areas of  focus.

 

 

Online Shopping Personalization – Statistics and Trends

Infographic by- Invesp

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