Skip Anderson's Selling to Consumers Sales Tips Newsletter

In This Issue
Old School: How Not to Sell
It's Not "Helpfulness" vs. "Sales-oriented"
Question Authority
Book It
The Quote Crib
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December 4, 2007
Greetings! Here is...

Skip Anderson's
Selling to Consumers Sales Tips Newsletter

from Selling to Consumers
www.SellingToConsumers.com
OLD SCHOOL: HOW NOT TO SELL

Among the two dozen or so magazines that my family subscribes to is Men's Journal. I would guess that the age demographic of Men's Journal subscribers is probably a range of 30 to 50 years old. For the record, my age is toward the upper region of that span.

You know how they put those cologne advertisements in magazines? The ones where you have to open a fold in the paper to get a whiff of the scent that's being advertised? In several recent issues of my Men's Journals, there has appeared an ad for a Chanel men's cologne that I've liked. I asked my wife if she liked it, and she awarded it a "two thumbs up." If you're going to purchase a cologne, it makes sense to get one that your wife likes, right? I made a mental note of my discovery.

So when I was training out of town last week and had a couple hours of free time, I decided to stop at a department store and visit the men's fragrance counter to see if I could identify the eau de toilette that piqued my interest.

"Do you have Chanel cologne?" I asked the salesperson. "I saw one in a magazine recently that I like but I can't remember the name."

"Sure, right over here," said my thirty-ish salesperson, who I'll call Ginger. "Here are our Chanel scents."

Ginger led me to a tray upon which four Chanel men's fragrances resided. I recognized "Allure" as being the cologne I whiffed in my magazine.

"Ah, here's Allure...that's what I'm looking for," I announced to Ginger.

"They have Allure or Allure Sport. Which one did you see in the magazine?" she inquired.

"Hmm...good question," I muttered. "Could I try them and see if I can tell which one I liked?"

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IT'S NOT "HELPFULNESS" VS. "SALES-ORIENTED"
From Skip Anderson's Selling to Consumer's Blog
November 28, 2007

Every so often, a salesperson will tell me that they're too nice to their prospects. "My problem is that I'm too nice...I need to be more sales-oriented instead" (as if being nice and being sales-oriented are opposites).

But they aren't opposites. Top sales performers possess twelve qualities. Among these twelve are:

1. Helpfulness (or "niceness," if you prefer)
2. Assertiveness (which is part of being sales-oriented)
3. Possess a burning desire to make deals (also a component of being sales-oriented).

So being helpful is good. All salespeople should be helpful. But salespeople who score high in the helpfulness category can easily get side-tracked and distracted if they don't also score high in the assertiveness quality, and if they don't also possess a burning desire to make sales.

So my advice is to not view these qualities as competing qualities. Think of them as complimentary qualities that will help you boost your sales performance.

QUESTION AUTHORITY
Questions from Readers
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Human Sigma: Managing the Employee-Customer Encounter

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THE QUOTE CRIB
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