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