Selling it Softly – Sue Rusch - Oct. 2012

None of us are selling anything that’s life saving –

We sell a “Life Enhancement Products”

Features and Benefits

Features are Facts

Benefits are what it will do for you.

(how will your life be better, richer, more fulfilled by purchasing this product)

Emotional Benefits and Physical benefits. How will I feel – how will it change me.

Facilitator instead of sales person – someone who brings people together. You’re selling WITH people, not TO people so you want to involve them. Get people sharing their experiences and ideas.

You share information, ideas and inspiration out of your head and draw it out of the other people as well.

Be an Enthusiastic Consumer instead of the expert. Experts disconnect from their audience but a fellow consumer is more connected and trusted by the audience.

Set the Tone – Use more emotion than logic. Be yourself and speak in a tone that is conversational. Doesn’t have to be a comedienne or have a slick presentation. You want to be in connection mode – not performance mode. Be comfortable and social – not professional and polished.

Just be real and don’t worry so much about saying the right thing at the right time.

Scripting sometimes doesn’t work the best if it doesn’t fit who you are and if you don’t feel like yourself.

Learn about story starters – use certain words and a new way to think about these words. This will bring some structure to you presentation that will still allow it to be natural.

IMAGINE:

Bring feelings into the way you talk about the products and tell a story in the life of your customer – not yourself. Paint that picture of their life with emotion and talk about the need FIRST and then introduce the product.

Don’t over-use it. Just one or two products – usually one a little higher priced – like a deep covered baker.

GREAT CHOICE: This happens when you’re taking orders. Affirm them when they’re checking out – validate their choices so they’re happy the next day when they wake up and realize what they did!

Add a tip or share something else about the product so they are even more happy about their choice.

YOU MAY BE THINKING:

Sometimes we know our customers have reservations in their heads that they don’t verbalize or sometimes they do verbalize it!

You may be thinking “wow, that’s kind of expensive”

Well, I’m glad you brought that up because when I’ve discovered about this product is that the price is comparable to just to dinners out at Applebee’s or your favorite neighborhood sit-down restaurant.

When we’re recruiting or selling, we have a tendency to say “oh – anyone can do this” but people want to be SOMEONE, not just “anyone”.

So if you are someone who just loves to be around people, this could be perfect for you!

So if you’re someone who would love to figure out how it would feel to have a business of your own, you may want to take a look at our business….

If you’re someone who has a busy life, and you have a lot going on and you wonder if you have room for a business because you have so much going on in your life, then this is a business that you need to look at The Pampered Chef and here’s why. What you’re going to find is that in a very short measure of time you can do great things and work it around all kinds of things in your life that are keeping you busy!

POSTER IDEA

What can I do to get my team doing more? It has so start with me.

I’m going to do 100 parties in the next year. What would happen to my recruiting?

As time goes on it’s easy to talk to yourself out of the high goal you set.

Make a poster with 100 small circles – fill them in with names of the people that you will touch with your life enhancing products.

15 larger circles – represent the 15 people you’ll recruit at those 100 parties.

How many people could you promote to director?

Make 3 larger circles – who will be your next 3 directors.

The real names of people will motivate you.

Turn dreams into decisions and commit to them by putting them on paper.