“The Sales Moment; Issue #214″

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Few things can be more frustrating than to be waiting on answers and the other party will not communicate.Pipcorn

I have asked people why they did not update me and they responded that they did not have any new information and they would let me know when more information was available.

This answer is similar to the response the husband gave to his wife when she asked, “Why don’t you ever say you love me?” And he responds, “I told you I loved you when I married you, if it changes, I will let you know.”

This may seem like logical thinking to the other person but can be very irritating to the other party. Especially if the other party is your customer.

To put your customers in a situation where they are calling you or left waiting for more information can leave a lasting impression that may damage your relationship and cost you future business.

Besides, taking a proactive approach can garner a stronger relationship even when the news is not necessary favorable.

During the Christmas season last year I received a tweet from a listener of my Shark Tank Fan Podcast. She mentioned that she had placed an order with Pipcorn, a business that appeared on Shark Tank this season. Pipcorn was overwhelmed with the amount of business they were receiving and orders were delayed and many customers had to wait for their product.

What impressed her was the way Pipcorn kept her constantly updated on the status of her order and expressed genuine concern for the delay. This lady was singing their praises and seemed to be content waiting on the delivery.

The opposite may have been true if she was left to sit wondering when or if she would ever receive her product.

A similar thing happened to me recently when my customer received a product that was functionally correct but it had been sent with the wrong logo. I advised the customer that I would do anything required to make it right even though the fix was going to cost me $500.00 out of pocket to make it right.

I stayed in touch with him letting him know my progress and during one of the conversations he found out that the logo could be removed without affecting the functionality of the product. He immediately accepted that as a permanent fix and we were both happy. That would not have happened if I had avoided his calls and did not stay in touch.

It may not feel comfortable and you may be concerned about the other person’s response but keep them in the loop. They will be glad to hear from you and you could turn a negative situation into a customer for life.

Have a great week!

“The Sales Moment; Issue #213″

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On the surface, conversation seems easy enough. Most of us have normal conversations every day that contain an easy give and take of information.Awkward

However, a normal conversation can be awkward if we are placing ourselves in a situation where dialogue is already taking place or meeting someone for the first time.

I am currently working with a seventeen-year-old client who is preparing for a college interview where there is a large amount of tuition on the line if he does well. He admitted to me in the first session that he has at times felt socially awkward at school. Especially when he placed himself into a conversation that was already taking place. He was having a hard time breaking the ice.

This is not uncommon. I have seen some conversation disasters by some well-meaning people over the years. In most cases, the person tried to jump in with some clever comment or joke that ended up falling flat. Or, they assumed incorrectly that the other person was interested in a particular subject.

We remember some of the more famous mistakes such as asking a woman when her baby is due when she is not pregnant or telling an inappropriate joke to a group of people without knowing their values.

There is one sure way to avoid placing yourself in this awkward situation. Be interested in the other person. Ask questions and listen and you will seldom find yourself saying something that you will regret.

Most people are trying too hard to be a great conversationalist by name dropping, trying to sound knowledgeable about a topic or dominating the conversation with their interest.

Silence is one of the great arts of conversation ~ Marcus Tullius Cicero

One simple way to break the ice with someone new is to ask questions using the F.O.R.D. technique. FORD is an acronym that stands for:

  • Family
  • Occupation
  • Recreation
  • Dreams

Also, you can make a great first impression if you genuinely compliment the other person or ask for their advice.

Let us make a special effort to stop communicating with each other, so we can have some conversation. ~ Mark Twain

Be the most interested person in the room and you will be the best conversationalist.

Question: Do you believe the young people of today have the same manners and social skills of past generations? Leave your comments below to let us know what you think

Have a great week!

Season Six, Episode Nine

Podcast-SharkTank-4

Join Pierce Marrs and Steve Hayes as they recap Shark Tank Season 6 Episode 9.

Join  Sharks Lori, Barbara, Kevin, Mark and Robert to review:

– Storm Stoppers

– Pipcorn

– Squatty Potty

– Heidi Ho Organics

– An update on The Living Christmas Tree Company

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You can contact Pierce and Steve or comment by going to the “About Page”.  Or Call and leave a question or audio feedback at 615-59-COACH or 615-592-6224.

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