When I was at THRIVE Business a couple of weeks ago, I played a little game with my wicked smart colleagues, Matthew Goldfarb and Re Perez.
Being a brand strategist, Re posed the challenge of summing up, in three words, what our brand represents. Each of us shared what we considered to be each other’s three words.
As you can imagine, that’s no easy feat. But it’s certainly fun and thought provoking!
And feel free to vote on my three words at http://thebiztruth.com/threewords
We all have stories.
We each have a story around money. A story around relationships. Family. Friends. Fitness. Diet. Stories around what we do… or don’t do with our time.
And we have stories around selling…
You know when you’re at a networking event and everyone is asked to give their 30-second introduction?
And you know those people who get all windy and drone on for what feels like forever?
Sometimes, despite your best efforts, a prospect will tell you no. Maybe their reasons are legitimate… or maybe they’re not.
So after you’ve done your best to turn their answer around, you exit respectfully and gracefully.
Until I moved to New York, it had been a good five years since I’d bought a jar of peanut butter.
But when I got here, I was too busy to shop and too busy to cook so I picked up a jar of peanut butter and the next think you know, I’m packing on the pounds!
The same thing can happen in your business. It happens to me all the time…
Before moving to New York, I made regular trips to visit my sister here.
First, I was a tourist. Then progressed to being a visitor. And now I’m a resident.
Check out how this relates to sales in your business…
On the first couple of trips, it was all about the sight seeing… the Statue of Liberty, Empire State Building, MOMA, eating out every meal…
I would whirl around, check it out and move onto the next tourist site.
After awhile, I felt less obliged to spend all of my time exploring the tourist sites and became, what I would consider, a “visitor”.
Between going to shows and museums, we started to poke around neighborhood street fairs, run errands and order takeout. I slowed down just a bit.
Now that I’m a resident, I’m connecting with other New Yorkers and making friends.
I’m working in my garden, walking to the grocery store and going for long bike rides.
Even though I have always lived life at a pretty fast pace… I’m being more conscious of building a relationship with my new neighborhood and actually slowing down to get to know the city better.
What does this have to do with sales, you ask?
Think about the sales conversations you have and identify which of those three would describe your prospect…
A tourist is a quick in & out, onto the next “site”.
In your biz, they’re the people who are currently on the sidelines and not quite ready to invest more than their time… so they take in all of the free content they can get.
Like watching this blog for tips and taking free teleclasses.
A visitor is still curious like a tourist, but slows down a bit to get to know a different side of things because she’s looking for growth and new experiences.
In business, these are people who are beginning to invest in themselves with low to mid-level programs that provide some direct interaction for short periods of time…like my SELL Event or Bootcamp.
A resident makes a higher investment in herself, because she’s made a longer-term commitment to really “move in” to her business and the programs that support her fully embracing that mindset.
In my business, these are the entrepreneurs who have more access to me on a more intimate, focused basis. Like my VIP clients or the folks in my invitation-only “Sales Confidence” mentorship progam.
So think about the sales conversations you’re having and identify which of those three would describe your prospect based on your different levels of programs.
And which of those three would describe YOU based on what sort of investments you’re making in your own biz?
Tags: carolyn herfurth, closing a sale, entrepreneur, new york city, overcoming objections, sales coaching, sales confidence, sales confidence mentor, sales expert, sales training, sell, small business, startup, the biztruth
If you can’t ask, you won’t get.
What aren’t you asking for? And why not?
Tags: carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales confidence, sales confidence mentor, sales expert, sales tip, sales training, sell event, small business, startup, the biztruth
Do you ever catch yourself saying, “I can do it myself”? If you think it’s saving you money, think again.
(My apologies for the sound…I haven’t figured out where I tucked my microphone for “safe keeping”!)
Tags: carolyn herfurth, closing a sale, entrepreneur, overcoming objections, sales coaching, sales confidence, sales expert, sales tip, sales training, sell event, small business, startup, the biztruth