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.