Making everyone feel that they are important to you

Last evening I was talking with a friend in St. Louis and during the conversation I was telling him about Paul Welsh.  Paul was a friend of mine who we lost this past year to a heart attack.  I do so miss this man.  One of the things that made him so special was the way that you felt when you talked with him.

Paul made you the most important person in his life at that very moment.  He was very active in the Catholic faith community and I would run into him at almost every major event that the diocese was sponsoring.  I know that he was very involved with making these large gatherings come off seamlessly. 

Even though Paul would have a list of things that had to be done, he would always stop and talk with me.  I can still see that smiling face coming out of a sea of people that I did not know. He would always ask if I had time for a coffee or could we just sit down and talk.  You would almost think that he was on a holiday rather than someone who was responsible to a couple thousand people at the gathering.

I do miss my friend, but I do also try to carry on his mantra.  I try to let people know that what they say and who they are, as a person, is important to me. I have not acquired the ease with which he handled this amazing talent, but I keep trying. 

Whether the person is a new acquaintance, old friend or a new prospect, you might try to emulate Paul and make that person feel as if they are The Most Important Person in Your Life.  I think the results will amaze you.

Mel Carney

First Impressions

Dardis Communications one of our fabulous speakers had a link to a YouTube video about non-verbal communications.  The video shows how just the facial expression can improve or disprove your sale-ability.

Actually the non-verbal communication was totally self evident in less than 5 seconds.

Imagine spending the time to get an appointment, preparing for the appointment, traveling to the appointment and shooting yourself in the foot in under 5 SECONDS,  Wow.  That’s 5 Seconds Sales Pros.

Don't forget to join us this Friday at the First Watch in Shawnee for some great first impressions and another great speaker!

Your Essential Sales Tool: Integrity

It not just being honest, it's being consistent in everything you say and do.

There are many theories about why some salespeople are more successful than others. Some say it's sales technique; some say it's inborn talent.  However, in my opinion, the most important source of sales success is personal integrity.

Integrity isn't the same thing as honesty. Integrity means that all the elements of your personality are integrated into a consistent whole. According to Ron Willingham, author ofIntegrity Selling in the 21st Century, this integrity has five interrelated aspects:

1. Your basic values about people and life.

If you have a positive view of people and see life in optimistic terms, the people to whom you sell will be drawn to you and be more likely to trust you. On the other hand, if you're cynical and suspicious, those values will be echoed back and your customer will resist trusting you.

2. Your general feelings about the act of selling.

If you think that selling means helping people and making them happier, healthier and more successful, you'll approach each opportunity with energy and enthusiasm. If you think selling means manipulating people into buying things they don't really need, you'll feel, in your heart of hearts, that you're a louse and will eventually self-sabotage.

3. Your assessment of your own sales ability.

If you're confident in your ability to address customer concerns, understand their business issues, and create a solution that works for their unique situation, that confidence will make you more effective. If you're not sure that you're all that good at selling, your lack of confidence will make customers doubt your competence.

4. Your level of commitment to taking action.

If you are absolutely committed to doing whatever it takes (within legal and ethical bounds) to help the customer, you will take timely action to make certain that the sale moves forward. If you're not really committed, your actions will be half-hearted and ineffective and customers will respond by buying elsewhere.

5. Your belief in the product or service you're selling.

If you are certain that what you're selling is the best available, that pride will reverberate through every action you take. If you secretly suspect that what you're selling is substandard, your desire to help the customer will conflict with the knowledge that you're selling them rubbish, thereby making you less effective.

To summarize, if you intend to be really, really good at selling:

1.      Be optimistic about people and about life.

2.      Think of selling as a way to help people.

3.      Learn how to sell and keep learning more.

4.      Be 100% committed to helping the customer.

5.      Sell only what truly best for your customers.

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OF SELLING AND ETHICS©

Selling and Ethics must coexist side by side

Leaving no room for us to decide

Whether we talk in Truth or Lies

When prospects ask how or why

We are all able to tell our sales story

Filled with great platitudes and glory

We expound our features as is our whim

Oft times slicing the Truth, much too thin

Hell, No one will ever know

As down the glory road we go

Yet in retrospect after even a minor transgression

We wish we could stop and go to Confession.

A Poem by Mel Carney - November 1989

Sales Pro Edumacation - QR Codes

Quick Response Codes are found in many businesses and it may be an excellent way for you to market your product.  It is simple and easy to do and whether you are selling cookies or office furniture, QR might be right for  you.  This article has some hints on ways to use QR for you, your product, and even your business card.

Mel

Learn more about QR Codes and Augmented Reality promotions here: http://www.aurasma.com/aura/