“I have never worked a day in my life without selling. If I believe in something, I sell it, and I sell it hard.” Estée Lauder.
Belief in my product is (also) at the core of why, and how, I sell. And belief, supplemented with sales methodologies and frameworks, can only yield even better results.
I attended sales training last week, and here are the three most important things I learned, and re-learned.
1. When walking into a potential account “cold.”
Three easy steps to make an in-person cold call easier:
- Who: Introduce yourself; name and company name.
- Why: Address the reason for your visit; incorporate a compliment whenever possible. For example: “I saw your Instagram account and love it and wanted to see more in real life” or “Congratulations on the great press mention in last week’s issue of XXX, the article made me want to stop by.”
- What’s in it for me: Address the benefit associated with your visit, for example, free products to try.
2. When walking into an existing account for a followup visit.
Here, the relationship is established, and it can sometimes get easy to treat a followup sales visit as a social call. To help make sure you are making an impact, and to ensure good note-taking and follow-up post-visit, use this framework:
- Situation: Who, where, when.
- Pain: What pain points were discovered? How can you further improve the relationship?
- Impact: What are the followup actions to ensure a positive impact from the visit?
3. When negotiating a sale.
First, replace the word “negotiate” with the word “trade”, which is both less aggressive and more positive.
Second, here are the trading steps to follow:
- Get all negation items out (figure out the list of “asks”).
- Repeat what you heard (active listening).
- Prioritize the issues (so you know which “asks” to focus on).
- Qualify the decision-maker (don’t waste their time or yours talking to the wrong person).
- Make the office, be clear and concise.
- Listen and repeat their counter-offer.
- Confirm the “expiration date” of your offer.
- Agree to consequences.
- Confirm all with email and contract.
I love to send handwritten notes. Birthday cards (yes, even to adults); “random” notes (sometimes with an article I think will be of interest;) and of course, thank you notes.
One of the most thoughtful gifts I have ever received was from my girlfriend Heidi Kallett, former owner of the Dandelion Patch. She gave me 365 thank you cards and envelopes, and the book 365 Thank yous by John Kralik. The cards are long gone, the book is on my bookshelf as a reminder to keep at it.
If you don’t write thank you notes, try it. A hand-written thank you note is an overt act of gratitude, something the world needs more of.
When to send
- Anytime you open a gift in absence of the giver. Really, anytime you receive a gift.
- Anytime to are invited to someone’s home for a lunch, dinner, or party.
- As soon as you can possibly write the note is the most opportune time to send them.
- Keep in mind it is worse to never send the note than to send it 6 months after receiving a gift. While more timely is better, the time for a thank you note never has lapsed. Not sending a thank you note is always worse.
- The most memorable thank you notes are thank yous for random acts of kindness, because those are the most unexpected.
- Anytime you question whether you should or should not send a thank you note, you should send one.
- There is never a wrong time or occasion to send a thank you note.
- Always send a thank you note to a prospective employer who has taken the time to interview you.
- It is always appropriate to send an immediate thank you email, but only in addition to the hand-written note that will follow.
What to say (and what not to say)
- Always mention something specific about the gift, preferably how or where you are going to use it; this specificity is particularly important if you received a gift card.
- Remember that even if you do not like the actual gift, you are thanking someone for his or her thoughtfulness and for the fact that they put time and effort into the gift.
- Never say you won’t enjoy the gift, have a duplicate of the gift, or will never use it. (Yes, this seems obvious, but you would be surprised…)
Modern day rules
- An email thank you is never a replacement for a hand-written thank you note.
- Because of the prevalence of email, actually, a hand-written thank you note will have even more of an impact.
Start today. Send one thank you card to someone, just because. And then sit back, and enjoy how it makes you feel, and how it makes the recipient feel.
I was invited by Progressions Salon and Spa last week to participate in a Wellness and Stress Management event. In thinking about the theme, I was reminded of the core of my brand’s DNA, and of the reason why my parents decided to create a product brand so many years ago: because looking good, means feeling good, means doing good. Indeed, looking good is a way to relieve stress, and increase wellness.
The question, of course, is what can we do to look good, to look better? Here are 15 rules, strategies, rather, that I learned from my parents – and that I follow religiously.
- Prevention is everything. Don’t wait to see wrinkles or have bad skin to use great products, get regular facials, and go to your dermatologist at least once per year. Think of your skin care the way you think of your dental care – you don’t wait to have rotting teeth to brush your teeth daily; you don’t wait to have cavities to go visit a dentist twice annually for your checkup. The same behavior applies to skin.
- No smoking. Ever.
- No sun. Ever. If you must sun, remember: no “unprotected sun.” And no tanning beds either.
- Never go to bed without washing your face. I recently learned from a very credible source (a German R&D specialist) that every day you sleep with your makeup on you age your skin 7 days…
- Exfoliate once per week. Every week. This not only helps your skin look its best, it also will help all of your skin care products work better. Using expensive serums and masks on skin that is never exfoliated is like taking a shower with your rain coat on. It’s a shower… but it’s not exactly have its full desired effect…
- Use a product with broad-spectrum SPF protection every morning. January 1 through December 31. Yes, that includes the winter months.
- Use an antioxidant product every day, ideally twice a day. This will help your skin age as gracefully as possible.
- If you’re old enough to drink, you’re old enough for a good eye cream. The skin around the eyes is the first to show signs of aging, so prevention is even more important.
- Sleep on your back. You can train yourself to do this. Even if it’s not all night, every night, it will truly make a difference. My dermatologist father can always tell on which side a woman (or man!) sleeps because the wrinkles are deeper on that side of the face.
- Use products on your neck and décolleté. Your face does not end at your jawline, but rather just above your chest.
- The hands are a woman’s second face. Treat them like you treat your face, with anti-aging products and sun protection.
- Use more skin care and less makeup as you grow older. Makeup ages you. Except mascara and lipstick.
- Make an extra effort to look good on the days you feel bad, sick, tired, sad, upset, or are in a bad mood. Nothing brightens those hard days as regular compliments throughout the day about your lovely outfit, great hair, or fabulous necklace. It works every time!
- Look at yourself in the mirror. Really look. That way you will never wake up thinking “how did this line just appear, it was not there yesterday….” Wrinkles take time to form. If you see them forming, you’ll be less shocked or upset when you realize they are fully formed.
- Every year you grow older, spend 1 more minute in your bathroom.