| Maybe everything you need to know you | | | | like everyone else and you aren't |
| can learn from the movies. A friend of | | | | positioning yourself as someone who can |
| mine is a screenwriter in Los Angeles. | | | | help. Because at the end of the day |
| Over a glass of wine, we were discussing | | | | -what you really do is HELP PEOPLE. The |
| his business and the nature of the beast | | | | only way this is accomplished is by |
| in Hollywood. He's a boy from Canada who | | | | discovering what your customer needs and |
| gave up his much-loved Honda, his life | | | | researching other areas of need - areas |
| savings, and his broadcasting career to | | | | your customer may not even have thought |
| move to Los Angeles to attend the | | | | of yet!Questions Are The Answer!Sounds |
| American Film Institute. Not an easy | | | | like a paradox doesn't it? In order to |
| feat in your mid-30s. After 8 years of | | | | help your customer you first find out |
| hard work he is now becoming the new | | | | what they need. Or THINK they need. |
| discovery of LA. He said the most | | | | Carrie Fisher, the actress who played |
| difficult thing to adjust to was all the | | | | Princess Leah in Star Wars said "Instant |
| talking.Collin slouches into his chair. | | | | gratification doesn't come fast enough. |
| "Everyone lies in this business. It's | | | | " Now for a girl with cinnamon buns |
| all big Cheshire cat smiles - but | | | | attached to the side of her head this is |
| essentially people have the 'Enough | | | | a pretty profound statement.Your |
| about you - more about me' mentality." | | | | customers are demanding instant |
| After our conversation I thought about | | | | gratification. They want their needs |
| his last statement.Are You On A Blind | | | | met. In most cases, it just isn't |
| Date With Your Customer?We tend to love | | | | happening. The first thing out of your |
| what we do. So we get all excited about | | | | mouth should be "May I ask you a few |
| it and then proceed to tell everything | | | | questions?"Remember W5?Who, What, When, |
| about ourselves to the potential | | | | Where, Why and How are the foundation of |
| customer. It just reminds me of a really | | | | selling. Customers buy when they feel an |
| bad date! A one-sided conversation | | | | emotion NOT when they've had information |
| becomes tired pretty quickly. Customers | | | | dumped on them. How do you do this? By |
| feel like they are on a bad blind date | | | | asking questions! Our customers become |
| with you if there isn't a connection to | | | | engaged when they feel curiosity...NOT |
| what they need.Minus the cynicism, our | | | | boredom.Our customer contact should be |
| clients are also thinking like the | | | | handled with this premise - Create |
| Hollywood set, "ENOUGH ABOUT YOU | | | | Curiosity With Questions.Would the |
| blabbing about all the wonderful things | | | | Academy Want You?Create your own Academy |
| about your company, your product, your | | | | award winning sales success by talking |
| requirements. MORE ABOUT ME - and what I | | | | less and listening more. As Collin says, |
| need to survive and thrive!"The Helium | | | | the best agents ask a multitude of |
| TestAre you talking your face off when | | | | relevant questions. Then they listen to |
| you are speaking with your client? When | | | | the answers and make it happen. Are you |
| they ask you on the phone what you have | | | | acting like a star with your clients or |
| to offer - do they hear a massive intake | | | | are you being an agent? Your success |
| of air and then you giving your best "I | | | | lies in the answer.Copyright© 2005Sales |
| just sucked in helium and can talk | | | | Diva, Kim Duke of The Sales Divas |
| really fast" act?If so - you aren't | | | | helps women biz owners and entrepreneurs |
| making a connection with your customer. | | | | attract amazing clients and customers, |
| You sound like everyone else, you act | | | | effortlessly! |