2. Sell “non-embarrassment” not just your products. Boast about your team and what past buyers like about your product/services. “Mrs. Smith, please let me take a moment and share with you why I chose to work with (your company)...”
3. Learn the difference between “order-taking” and “selling”. There is a need and time for both.
4. Always stay positive, but “correct” the shopper if necessary.
5. To the shopper... sell yourself, the company, the team, and then the product... in that order.
6. Tell the shopper the questions they should be asking and then answer them!
7. Establish the foundations of upselling right from the beginning.
8. Market and sell what your products/services do for clients... not just what they are.
9. Remember: Verbs and adjectives make sales happen. Nouns are shallow.
Below is a copy of Hunt's Headlines that should give you a giggle or two or three. Todd Hunt, a great friend of mine, is one of the nation's best known (and funniest) keynote speakers. I asked his permission to publish on my blog for your discussion. Enjoy!
I never thought I’d hop a plane for
grilled meat, but Bovinova 2012 changed my mind. Held annually in Greenville, South Carolina,
this unique event raises funds for the Wounded Warrior Project and celebrates
the thrill-of-the-grill in grand style. This year’s menu included lamb, goat,
chicken, turkey, whole pigs, 1 whole cow (approx. 1,200 lbs), and 1 whole llama.
There was also great paella and numerous side dishes for those actually seeking
a balanced menu. Add the generous
contributions of home-brewers passing pitchers of their latest creation and you
have a food festival well worth the airfare.
This event was miles away from Villeroy
& Boch china and tuxedoed waiters, but I observed many parallels to the
more traditional catering model of our consulting clients. Event planning, at its most cohesive, isn’t
unique to any specific style of entertaining. Although Bovinova took place in
the great outdoors and was as casual an event as you can imagine, the same
principles for exceptional event orchestration were in play. I witnessed creative menu design, careful quantity
control, and safe food handling. There was the coordination of essential
equipment, tents, lighting, and the installation of specially designed racks
and rotisseries for those whole roasts. A team of proactive and well-instructed
staff managed the location, music, and other entertainment. A strong outreach
effort had attracted sponsorship and TV crews from The Cooking Channel, and a
concentrated social media campaign ensured healthy ticket sales to an eclectic
and fun-seeking group of patrons. All of
these elements added up to a fun event benefiting an important cause.
Whether you are serving BBQ or truffled foie
gras, the success of any event is dependent on attention-to-detail,
enthusiastic service, and a menu that exceeds the highest expectations. Kudos to my friend, Jeff Bannister, and the entire
Bovinova team for hosting a wildly successful event. Lastly, if you want to
taste llama for yourself, check outwww.bovinova.comand mark the 2013
date onto your calendar.