Selling Skills for Everyday Professionals

Aug 8, 2024

Lecture: Everybody is a Salesperson and Everything is Selling

Key Points

  • Main Idea: Everyone is, at some level, involved in selling. The lecture provides various examples demonstrating how different professionals incorporate sales techniques in their roles.

Dr. Tom McDougall: The Professional Dentist as Salesperson

  • Example: Receptionist and assistants at Dr. McDougall's office are enthusiastic and professional.
  • Preventive Dentistry: Staff emphasize the importance of using dental floss.
  • Customer Service: Dr. McDougall's positive language and follow-ups enhance patient experience.
  • Selling Words: Uses positive terms like 'restoration' instead of 'filling', and 'preparation' instead of 'grinding'.
  • Personal Care: Follows up on patient wellbeing after procedures.

Arnold Morris: Knives Salesman

  • Example: Demonstrated knives cutting various items at home shows.
  • Symbiotic Relationship: TV deal made his demonstrations more accessible, improving sales.
  • Long-lasting Relationship: Continued collaboration and friendship.

Tom Fountain: Service Station Operator

  • Example: Despite rain, Tom sees opportunities like flat tires bringing more business.
  • Sales Strategy: Checks and sells fan belts proactively.
  • Positive Attitude: Views challenges as opportunities.

Coach Joby Harris: Teacher as Salesman

  • Example: Inspired a student to become a history major through a compelling introduction.
  • Influence: Impacted student’s life choices and interests.

Bill Tennyson: Builder

  • Example: Built high-quality homes with integrity, exceeding customer expectations.
  • Reputation: Known for excellent work, honesty, and going above and beyond specifications.
  • Customer Relationship: Satisfied customers promote his services.

Joyce WN: Interior Designer

  • Example: Used 'puppy dog close' by letting clients try items before buying.
  • Customer Satisfaction: Focused on matching clients’ tastes and needs.

Frank Infante: Waiter

  • Example: Professional and attentive service at a restaurant, enhancing dining experience.
  • Team Player: Works well with support staff, contributing to overall service quality.

Billy Angman: Cookware Saleswoman

  • Example: Demonstrated cookware, involving entire families, and meticulously followed up.
  • Sales Techniques: Used warm, positive language and tailored presentations to customers.
  • Customer Records: Maintained detailed records and planned follow-ups effectively.
  • Conviction: Expected to make sales and prepared thoroughly for each presentation.

Lessons Learned

  • Selling is Universal: Everyone from dentists to waiters uses sales techniques in their work.
  • Positive Language: The right words can make a significant difference in customer perception.
  • Customer Service: Follow-up and personal care are crucial for building long-term relationships.
  • Adaptability: Turning challenges into opportunities can enhance business success.
  • Customer Understanding: Successful salespeople understand and address customer needs effectively.
  • Professionalism: Consistency, integrity, and going above and beyond are key to building a successful sales career.