Newsletter archives:
The Sales Connection, Volume 3, Issue 6
June 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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FREE YOURSELF FROM LIMITATIONS
Are you working to your highest potential? Do you feel you could do more? Are you working too hard for the money you are making?
By taking a Sales Synopsis Value Profile, you can gain valuable insight into where you are using your talents and where you are not. You will also discover what blocks you from success and satisfaction as well as sources of stress that hold you back and what motivates you. Free yourself from limitations that hold you back!
Your cost is only $99 — I will include a 15 minute consultation at no additional cost. The value is over $250!
You can see immediate results by taking this profile which only takes about 15 minutes. Call Kathy Garland at 972.529.6744 or email kgarland@quantapartners.com for a personal consultation. Call today to learn how to improve your personal performance.
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SALES CHALLENGE ROUNDTABLE, July 20
Join me on Thursday, July 20 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, July 20 — 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 own lunch and your sales challenges!
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SALES TIP OF THE MONTH: EMOTIONS MAKE THE SALE
My husband loves muscle cars from the 60's. When he bought his first classic car, he told me, "Kathy, I promise you we won't lose any money on this investment." "It's in perfect condition." He was giving me all the logical reasons he should buy the car, but let me assure you, he was very emotional about this car. It was the car he always wanted in high school. He is very nostalgic and loves the simplicity and power of muscle cars. It was an emotional thing for him to buy, but he justified the purchase with the logic that it was a good investment. There are a lot of good investments available; however, he wanted to own a 1967 Chevelle Super Sport.
Underneath every purchase is an emotion. People buy with emotion and justify with logic. It may seem like the buyer is using logic, but there is an underlying emotion that is driving the decision.
If there is no emotion associated with buying your product or service, there will not be a sale. There's no payoff without emotional satisfaction.
Let's look at what I purchased the day I wrote this article along with emotions that hid behind those purchases:
- iPod for my husband's birthday. Emotion: Love, desire for love and acceptance.
- iPod case. A friend lent me her iPod to take on a trip. Emotion: appreciation and my need to protect the iPod from damage.
- Plants and tools for the garden. I want the yard to look nice for us and our visitors. Emotion — satisfaction of having a good-looking yard.
- Fast Food. Yuck. Well the emotion behind this was the need to get a lot of things done before leaving town.
All of these purchases contribute to my self-esteem because of what I gain through making these purchases. If you can determine what will help your customers build their self-esteem and guide them to that solution, you will be very successful.
You will be much more powerful at sales if you take time to understand what emotions your customers have when they are considering purchasing your product or service.
To get in tune with your customers' emotions, you can start by observing your own. Here are some things you can do to observe how your own emotions drive your decisions.
- Make a list of purchase decisions you make and identify the underlying emotions. Notice what emotions you have when you are thinking about buying. Notice what emotions you feel when you are researching a product or shopping. And observe yourself as you make the decision.
- Make a list of as many emotions as you can think of. This will help you be more observant when you are working with customers.
Our success as salespeople depends in part on our ability to be aware of our own emotions and those of others to move the sale forward. This skill is called emotional intelligence and authors Travis Bradberry and Jean Greaves (see book review below) say it is more important to job performance than any other leadership skill.
In the next issue, I'll share more information about emotions and how to evoke emotions during the sales process.
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:
"Thoughts are energy and you can make your world or break your world by thinking." — Susan L. Taylor
"At first dreams seem impossible, then improbable, then inevitable." — Christopher Reeve (1952-2004)
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BOOK REVIEW: "THE EMOTIONAL INTELLIGENCE QUICK BOOK"
I found this book after reading through those freebies that come with a purchase on the internet. There was an interesting article on emotional intelligence that referenced this book. Bradberry and Greaves present the results of their research with over 500,000 people and ways you can discover, improve and experience benefits of improving emotional intelligence.
Along with the book comes a free emotional intelligence online assessment which gives you practical insight into how you can improve your performance and relationships.
Bradberry, Ph.D, Travis and Greaves Ph.D., Jean. The Emotional Intelligence Quick Book. New York: Simon & Schuster, 2005.
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© Kathy Garland, 2006
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