EVERY-"THING" SELLS
CO-SPRING 2010
We have always said that if you are in business in this economy, everyone on your team must sell no matter who they are or what position they hold in the business. Every-ONE must sell. But the real truth is Every-THING must sell. That's right. Everything from your storefront, to your logo, to your opening line, to the clothes that you wear, must sell. Why?
Because it does anyway. If you look sloppy, that sells a point of view. If your delivery of service is impeccable, that sells who you are. A simple e-mail or communication going out to your customers sell. I am not talking about pitching the business at every turn. But every symbol, word, appearance, and action sells something consciously or unconsciously. It sells an attitude, a point of view, a window into the soul of you or the business.
For example, an accounting firm sending an invoice for services that is inaccurate or that has conflicting terms and conditions says something about the accounting services provided by that firm whether they know it or not. The firm may see a 'simple' error, but what does the customer see?
Before you get paranoid and start ripping through your life to see whether you are promoting something positive or negative, there is good news. The good news is that you only have to be the authentic, genuine and passionate you to sell well - particularly if you are in business for yourself, have a small team or are engaged in direct sales.
Most people are afraid of what others might think about them. They are typically terrified to connect closely with others. What would happen if they found out who you really are??? Chances are they would like you even more. Don't you like dealing with people that are "real"?
In working with one of our SalesPartner's recently, I told him not to worry about selling. Just be himself. When he went to the front of the room in one of our recent programs, he naturally started pitching and got flustered. I reminded him to just be himself. Know what? He was awesome!
Your Code of Honor sells, your environment sells, and your energy sells. Recently, I did some work for the Grand Copthorne Waterfront Hotel in Singapore. Great place. Mary is a wonderful woman who is head of housekeeping there. Knowing that I was coming back, she prepared a wonderful bowl of fresh mango and strawberries for my room. She hand delivered it to me. I was touched and honored. Her "above and beyond" action sold. Actions sell.
Several months ago, we had all the leaders, managers and supervisors of the hotel read "The ABC's of Building of a Business Team That Wins" book, study it with their teams each week and discussed it. As a result, they all created their departmental Codes of Honor.
I mention this because Mary really summed up everything that I am trying to say here in her team's Code. She has no problem connecting with others. That is because their Code and what she teaches all of her staff is the most important sales tool of all. In their Code she says,
"Never speak from your face... always speak from your heart."
When you do that...every part of you effortlessly and powerfully sells...and when everything sells, you can sell anything.
Because it does anyway. If you look sloppy, that sells a point of view. If your delivery of service is impeccable, that sells who you are. A simple e-mail or communication going out to your customers sell. I am not talking about pitching the business at every turn. But every symbol, word, appearance, and action sells something consciously or unconsciously. It sells an attitude, a point of view, a window into the soul of you or the business.
For example, an accounting firm sending an invoice for services that is inaccurate or that has conflicting terms and conditions says something about the accounting services provided by that firm whether they know it or not. The firm may see a 'simple' error, but what does the customer see?
Before you get paranoid and start ripping through your life to see whether you are promoting something positive or negative, there is good news. The good news is that you only have to be the authentic, genuine and passionate you to sell well - particularly if you are in business for yourself, have a small team or are engaged in direct sales.
Most people are afraid of what others might think about them. They are typically terrified to connect closely with others. What would happen if they found out who you really are??? Chances are they would like you even more. Don't you like dealing with people that are "real"?
In working with one of our SalesPartner's recently, I told him not to worry about selling. Just be himself. When he went to the front of the room in one of our recent programs, he naturally started pitching and got flustered. I reminded him to just be himself. Know what? He was awesome!
Your Code of Honor sells, your environment sells, and your energy sells. Recently, I did some work for the Grand Copthorne Waterfront Hotel in Singapore. Great place. Mary is a wonderful woman who is head of housekeeping there. Knowing that I was coming back, she prepared a wonderful bowl of fresh mango and strawberries for my room. She hand delivered it to me. I was touched and honored. Her "above and beyond" action sold. Actions sell.
Several months ago, we had all the leaders, managers and supervisors of the hotel read "The ABC's of Building of a Business Team That Wins" book, study it with their teams each week and discussed it. As a result, they all created their departmental Codes of Honor.
I mention this because Mary really summed up everything that I am trying to say here in her team's Code. She has no problem connecting with others. That is because their Code and what she teaches all of her staff is the most important sales tool of all. In their Code she says,
"Never speak from your face... always speak from your heart."
When you do that...every part of you effortlessly and powerfully sells...and when everything sells, you can sell anything.