Discover the Most Powerful Marketing Tool You Possess: The Opportunity to Create a “Memorable Moment” with Your Prospect

Posted by Diane on Jan 6, 2013

A “Memorable Moment” is created when a customer experiences something that leaves them with a good feeling and a lasting positive impression, for their time spent with you. Simply put, “They Feel Like They Matter!”

A true sales professional is very difficult to spot!  Do you know why?  The reason they don’t stand out is because they are doing their job so well, you don’t even notice that their job is to sell.  However, unfortunately, we tend to remeber the people that seem like salespeople – the ones that leave us with a negative experience.

Great salespeople get what it feels like to deal with an incompetent salesperson and they despise the way this experience makes them feel.  And they don’t want to make their own customers feel this way.

So what do these unassuming sales professionals do that makes our time spent with them, an enjoyable experience?  Let’s take a few minutes together and analyze ten simple secrets they practice, that make their customer’s want to do their business with them!

Sales professionals do many of the same things that all salespeople do: they greet you, they ask pertinent questions, they qualify, they facilitate, and they close sales.  But    there’s one ingredient that’s very different about them.  It’s not what they’re doing; it’s what they’re being.  This behavior is self-taught and it has rooted itself, deep down in the essence of their beings.  They do what they do with no effort, no fanfare, and absolutely no pressure.

And they be what they are because they’ve done the personal work on themselves to become truly genuine, delightfully comfortable in their own skin, and relaxed to sell in their own unique style.  They are being exactly the kind of person they would like to have to assist them, when they need assistance.

They create a safe place for their clients to be.  Immediately, they set people at ease and create a positive environment and experience for their prospects.  They give their customers a part of themselves that lets their prospects know that they are there for them – and not for themselves.

With grace they ask poignant questions to uncover what the real issues and needs are for their prospect.  Then, they genuinely listen, paying attention to their responses, to body language, and, most important, hearing what isn’t being said.  They are aware, present and in the moment, as they interact with their new guest.

In well-chosen words, they reflect back to their prospect what they hear them saying.  They find ways to show sincerity, vulnerability, and genuine interest to provide reliable solutions and innovative options to meet their needs.

They are passionate about what they are doing. They shout to the world:  “I am here to stay, I am here to make a difference, and I want to leave my mark on this world. It may take me my entire life, but I will not give up until my purpose and destiny are fulfilled.” Yes, they are passionately “in love” with what they do!

They are there to assist their customer, to make a difference in their life.  “You know the expression, “It’s all about you.”  Well, in sales, “It’s all about your customer.”   And, also, keep in mind this ol’ adage: “What goes around, comes around.”   When you take care of your customer, they will naturally want to take care of you.  And they will do that, by rewarding you with the sale. Your efforts will come back to you tenfold!

They practice “Sales Success with Happiness and Heart (my brand).” They realize that their achievements come from connecting with their own heart, first.  Then building a quality relationship with you. And, they love the rich sensations and benefits for creating a heartfelt connection with you!

They’ve mastered the lesson from this wise little saying: “Good news travels fast, but bad news travels faster.”  They thrive on perpetuating their genuine concern and caring for others, and spreading their goodwill and services.

Best of all, they love their client leaving their company, and saying, “My day was a better day, from spending time with you!  It was a great experience!”

In the world today, you must make progress – evolve and grow – for how you relate with your prospects and clients. Accessing live time to be together or on the phone with your potential customers is getting harder and more scare to get.  People’s time has become a extremely valuable commodity.  So when you get this precious opportunity you must make every minute count.  And in these moments, when it is all said and done, people will hardly remember all that you said or did.  But they will definitely remember the experience for how they felt during their time spent with you!

In closing, just remember what Diane says:

“People buy people.

And they buy best from people 

that  them like they matter!”

 Thank you for sharing some of your precious time with me, today,

 Diane


Everybody Has a Hungry Heart!

Posted by Diane on Jul 7, 2010

Master the desire, the passion, and the ability to compassionately, reach out to people. Nothing compares to the wonderful, cozy sensations we have when we sense that someone really cares about us. Everybody has a hungry heart. Humans thrive on healthy interpersonal connections – we are meant to be happy, social creatures. And it’s so easy to achieve this bond by kindly extending a personal part of ourselves to others.

Today, we are living on the fast track in a rapidly changing world. Due to our modern existence, smothered with automation and highly sophisticated technology, making contact with a truly caring and competent service specialist seems to be becoming more and more of a rarity. In our time-pressed society we are all so busy multitasking, just to stay afloat, we have totally lost touch with the precious value for human caring and enjoyable interconnectedness with one-another.

If society could only realize that it takes so little to give so much, and it costs us nothing but our time! Unfortunately feeling starved for time, ourselves, we too, are so overwhelmed and self-absorbed that we totally overlook this modest, yet essential feat. It seems that in our present society, we are all out chasing the wind. Few of us are taking the valuable time to stop and experience the rich sensations of the soft, gentle breeze. How sad!

So what can you do to make a worthwhile contribution and difference in our spinning, out-of-control world? Be different than other salespeople, simply, by slowing your tempo down. Take that extra moment to treat your new prospects as though they are someone special. Take a few moments to tap into them; ask them about themselves and their talents, and listen to their responses with genuine interest. Let them know you are there with them and for them. Treat them the way you would like to be treated! You will be truly amazed with the wondrous results – your efforts will pay off tenfold!

I realize that not everyone is nice and/or receptive, nor do they want to be, and that’s just how the ball bounces. But what in the world do you have to lose by graciously channeling yourself to this euphoric place and seeing where it takes you? Again, this effort costs you nothing. It’s free! It seems almost impossible for me to express in words the blissful feelings you will experience when you realize the beautiful contribution you are gifting to others.

Besides the joy you are giving others, look at the wealth of goodness you are flooding into your own soul. Your sunshine energy not only affects your recipient, it permeates our universe. Think of your actions as a much-needed, healthy new epidemic – your vibrant, radiant behavior will catch on and become contagious. It’s really that simple!

Enjoy this beautiful, soft whisper from the past that I just read this morning: “Blessed are those who can give without remembering and take without forgetting.”  This quote comes from Elizabeth Bibesco, a 20th century English writer. Please lock this precious morsel into your heart and model it in your life! Envision each small contribution you make for the betterment of mankind, to add up and help make our world a better place.

This blog is an excerpt from my book, Just Treat Me Like I Matter: The Heart of Sales.


“Sales,” “Service,” and “Caring” – What Do These Three Simple Words Have in Common?

Posted by Diane on Mar 4, 2010

Just recently I have had the pleasure of meeting a wise and savvy sales profession in our area, and he doesn’t know it yet, but he has inspired me to write this article. His name is Ruben Garcia and he is presently reading my sales training book, Just Treat Me Like I Matter: The Heart of Sales. Yesterday he sent me an email with the following selection:

“In the Swedish language the word sales means ‘service.’  An old saying in sales is ‘People don’t care how much you know until they know how much you care.’”

Since reading Ruben’s simple, but precious message, a gnawing has started brewing in my soul. As much as I feel I know about “relationship selling” I had not registered the one word that says it all – CARING. So, with my playful heart I said to myself, I am going to write an article and work with the word, C-A-R-I-N-G. First I am going to pick a descriptive word for each letter that will apply to my brand, “Sales Success with Happiness and Heart.” Then I am going into the PDF file for my book and type in each of the six words into my “Search,” and see what comes up from my own text.
So here goes; here are the results:

Compassionate

Master the desire, the passion, and the ability to compassionately, reach out to people. Nothing compares to the wonderful, cozy sensations we have when we sense that someone really cares about us. Everybody has a hungry heart. Humans thrive on healthy interpersonal connections – we are meant to be happy, social creatures. And it’s so easy to achieve this bond by kindly extending a personal part of ourselves to others.

Today, we are living on the fast track in a rapidly changing world. Due to our modern existence, smothered with automation and highly sophisticated technology, making contact with a truly caring and competent service specialist seems to be becoming more and more of a rarity. In our time-pressed society we are all so busy multitasking, just to stay afloat, we have totally lost touch with the precious value for human caring and enjoyable interconnectedness with one-another.

Authentic

Find your authentic self. Unveil to the world your own best hidden secret – you! Whatever you do in life, don’t envy or try mimicking someone else. Discover your own touch of greatness! Believe that everything you need is within you, because it is. Seek and you shall find…

…I have so thoroughly enjoyed discovering my authentic self through my sales and service experiences. I have been able to foster growth and ripen to my own rich potential. On my journey I have been able to discover my own sense of self; I have been endowed with the good fortune of coming face to face with my own ingenuity. The process has taught me to love myself for my good and my bad, my gifted traits and my aggravating flaws. I am not ashamed of anything anymore. I’m just plain ol’ me! I have truly grown to love, respect, and admire the beautiful person God put me here on this earth to be!

Reliable

Pay attention to how often you have gotten yourself into a bind simply because you were ignorant and did not have the necessary information. Over and over again I have realized the value and impact of these words. Experience has taught me that by gathering reliable information, I have been able to make better choices and have more positive outcomes.

The more knowledge we possess, the more we learn about ourselves and our profession – and the more secure and confident we become when we are working with our clients. We gather more excellent tools of our trade, which gives us a greater professional edge and builds our self-esteem. We feel great! We feel successful! We are able to have more fun with our work!

Interesting

My Dad is 87 now and recently retired from his second career. He has always been in professional public service and he loves working with people. Now that he has slowed down a tad and now, has time for me again, we run lots of errands together. I love going with him, because everywhere he goes, he truly treats everybody he meets like they matter. People light up like decorated Christmas trees when they see him coming. If he already knows them, he always greets them by name and asks a pertinent question about their family or an issue in their life. He looks them straight in the eye as he listens and shares with genuine caring.

My Dad always says to me, “Diane, everywhere I go, I am the ‘unforgettable character.’ I make people remember me by my effort to connect and relate with them. I always treat them like they are someone special and I show them I care.”

It is such fun for me to go with him and watch the beams and smiles on people’s faces as he enters their world. I am so blessed to have him as my Dad!

Remain the unforgettable character all the way to the finish. As I have shared many times, I loved when my customer turned to me in a state of awe and confided, “You seem different than other sales- people I have met.” When they had the courage to voice this remark, I knew they were gaining trust and starting to feel comfortable with me. I always loved hearing this delicious message; I took their notice to be such a compliment. I loved interacting with a customer in my own style and fashion, of course, employing many of the techniques I am sharing with you today.

I have continually stressed the value of “uniqueness” throughout this book. But my guess is, discovering and developing this special quality in you, is one of the main reasons you are reading this book – to make yourself better, to make yourself unique from your competition. Practicing many of the teachings I have presented to you have helped me to develop the self confidence and personality that sets me apart from the crowd. I enjoy making myself different from other sales specialists – I find it so delightful and refreshing to be, just me. Get comfortable with yourself, drop some of your cumbersome guards, and find the courage to unveil your unique flavor. Discover the special qualities in you that will separate you from other salespeople – believe me, it won’t be that difficult! See yourself having lots of fun, closing lots of sales!

Nice

Literally, listen to your own heart. If we are not in touch with ourselves, how can we hope to connect or resolve with others? While you are taking your few seconds away from your angry customer to regain your composure, pay attention to your heart rate and other bodily signs that reflect anxiety or stress. Literally breathe into these parts of your body and sensations. If necessary, physically remove yourself and step outside or into another room. Continue to breathe deeply and walk so you can reconnect with your personal power. If you allow yourself to become physically and/or emotionally charged along with your troubled client, you will succumb to trouble. And that is certainly not where you want to be! Maintain your IQ and visualize a win-win outcome!

Otherwise you may end up exactly where you don’t want to be. Linda Kaplan Thaler and Robin Koval, in their book, The Power of Nice, contend: “Just as positive actions are like seeds, rude gestures and remarks are like germs – you may not see the impact they have on you for a while, but they are there, silently infecting you and everyone around you.”

Linda and Robin go on to say: “Even if you never see a person you have treated badly again, even if no one sees or knows of your rudeness or bad behavior, you will know. It will be in your mind and heart when you walk into a meeting and try to convince the people in the room that they should put their faith in you. Because you won’t believe in yourself, you could jeopardize the outcome of a meeting or relationship.”

Such poor behavior allows you to fall into this lose-lose pit!

Genuine

People know when they are with a winner; they can just feel it. This sound bite is a tough one to express in words, because sensing that you’ve found a keeper is truly a gut feeling. How does this relate to sales? Somehow, consumers just know when they have landed with the qualified professional they have been searching for. They sense your genuine value of integrity; they pick up on your poise, your self-confidence, and your sincere interest in them. They know when they have found the right person to fulfill their needs. They know when they have found the person they want to work with. In other words, they recognize that you are there for them, and not yourself.

Please, take these six delightful excerpts to heart and make CARING your motto for your Sales, Service, and Life success! And, if you would like to introduce your choice of words and definitions for CARING I would love to hear from you. Or, if you wish to challenge me with another word in the letters for C-A-R-I-N-G, I will happily search my book and see what comes up. In the meantime I want to thank Ruben again for taking the time to send his inspiring extract that motivated this sharing.