Newsletter archives:
The Sales Connection, Volume 3, Issue 7
July 2006
What you will find in this issue:
The Sales Connection is a newsletter designed for you to gain insight and practical tips for your sales career. My name is Kathy Garland and at Quanta Partners, we offer tools and motivation for you to find and keep more customers.
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SELF-DRIVEN SUCCESS RETREAT
NOVEMBER 10-12, 2006
If you need time to plan what's next, you're in transition or considering a change, this retreat is the answer. Come meet other like-minded women for a weekend for you. A weekend to gain clarity and plan on what you want for 2007.
Join me as we develop goals and plans for your future, network with other energetic business women and enjoy the relaxing, quiet countryside of Paradise, Texas.
To keep this experience the best it can be, I've reserved rooms for only 20 people. Send your deposit today to guarantee your spot in this exclusive retreat. Here are some quotes from past participants:
"Attending this retreat allowed me to move past some issues that had been blocking me for awhile. After just three short months, I have already accomplished one very big goal that I set for myself during the retreat and am well on my way with several other goals. This is a results-oriented workshop that will make an immediate impact in your life. Kathy is an expert and truly committed to helping women achieve their life goals. This is one I'd highly recommend!" — Leslie, Director of Marketing, SMU Cox Executive Education
"Thank you so much for the gift of this weekend and for brining your energy and passion to us. I have gotten so much more out of this experience than I expected." — Minette, publisher, Collin County Kids
"I have loved this whole weekend. I have learned so much from all these
wonderful women and I thank you for bringing us all together. Thank you for helping me grow." — Cathy, bank vice-president
"Thank you so much for putting this fabulous weekend together. Thank you for keeping me in touch with what's important." — Candy, sales manager, Vericomm
"My business was in a bit of a slump and I thought the retreat might rejuvenate my thinking and attitude. It actually did more than that. It provided me a chance to make friends with a great group of successful women and it gave me tools that helped me get my business back on track. My whole career was spent in a corporate environment and the move to a one person office doesn't provide me with the camaraderie and ability to bounce ideas off others. This forum gave me that and more. It's definitely worth every penny I spent. Thanks, Kathy." — Norma, realtor, Keller Williams
Download http://quantapartners.com/download/Nov06SelfDrivenSuccess.pdf to learn more about this dynamic retreat or call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com.
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SALES CHALLENGE ROUNDTABLE, August 24
Join me on Thursday, August 24 from 11:30 a.m. - 1:30 p.m. for a Sales Challenge Roundtable. I'll facilitate a group discussion on sales and discuss your challenges. Network with other like-minded professionals who also want to increase their sales.
Date and time: Thursday, August 24, 11:30 a.m. - 1:30 p.m.
Location: Legacy Bank Community Room, 2nd Floor, Legacy Bank, 3512 Preston Rd. Plano, TX. Park in back of the bank.
Price: Complimentary — tell a friend about the workshop.
Register: Email kgarland@quantapartners.com or call 972.529.6744
Bring your lunch and your sales challenges!
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SALES TIP OF THE MONTH: EMOTIONS PART 2
Observing commercials from auto manufacturers is an interesting study in how to appeal to emotions. Car companies deliberately create a mood or a feeling that can be associated with driving their cars. We pick cars often based on the feeling we'll get when we drive that car.
Recently a client mentioned that her favorite car is a Porsche 911. When I asked her why, she explained that it has a solid character, she loves the way it sounds, how it handles and the experience she has while driving it. Her impression of the car is that it is adventuresome. That's the key — adventuresome. Something about the car appeals to her inner adventurer. There's an emotion attached to adventure for her.
You will be much more powerful at sales if you take time to uncover what stirs emotions in your customers when they are considering purchasing your product or service. What needs do they have that cause those emotions?
It's helpful to observe where people are in their life. What situation are they in? Talk to them about their life — resist talking about your product or service until you've learned enough about your prospect to show how what you offer matches up with their needs and desires. A Porsche salesperson would do well to appeal to my client's sense of adventure and show her how a Porsche can lead her on an exciting journey.
If you can determine what will help your customers build their self-esteem and guide them to that solution, you will be very successful.
How are we as salespeople supposed to evoke emotions in our customers without making everyone involved uncomfortable and awkward? What do we do to unlock some emotions that will stir people to want to buy from us?
As you know, trust and rapport are most important between you and your customer. Unless that exists, your customer will most likely not reveal any emotions.
What you want to do is have a conversation where you are able to find a gap in where they are and where they want to be. Most likely there is emotion involved in not having what they want.
Assuming you have great rapport with your prospective clients, how do you engage emotions? There are several ways to do this:
- Observe voice, tone, body posture, facial expressions. These will give you clues to observe emotions. A lifted or animated voice expresses enthusiasm. Lowered voice and eyes reflect discouragement, frustration, avoidance.
- Ask how their problem affects them.
- Ask them to talk about what it would be like to have the problem solved.
Once you see an emotion, you want to work with that. Help them see how your product or service can fill their desires and fill that gap. If you can do that successfully, you'll be unstoppable.
Keep focused on your winning strategies. Call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com for more information on Quanta Partners motivational programs and tools to build your sales.
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QUOTES OF THE MONTH:
"If you consider all the people you know who seem to be truly happy, there is likely to be one trait — one essential perspective on life — that each of these happy people share...it is the word now. It is the understanding that happiness exists at just one time. And that time is now." — Willie Nelson
"Really listening and suspending one's own judgment is necessary in order to understand other people on their own terms... This is a process that requires trust and builds trust." — Mary Field Belenky
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If you have received this newsletter from a friend and you would like to subscribe to The Sales Connection, please follow this link (you may need to use CTRL plus click): http://quantapartners.com/newsletter.html. When you subscribe, you will receive a confirmation e-mail that you must accept in order to be added to my database of subscribers. To unsubscribe, please send an e-mail to kgarland@quantapartners.com.
If you know of others that would benefit from this information, feel free to forward this to them in its entirety.
Newsletters will be archived on http://www.quantapartners.com after original publication. Information and articles from this newsletter can be used with permission. Contact Kathy Garland at kgarland@quantapartners.com.
© Kathy Garland, 2006
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