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