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Louis Zmich
Sep 09, 2020
In Welcome to the Forum
Check back here to see the video and written transcript of sales videos.
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Louis Zmich
Aug 10, 2020
In Welcome to the Forum
Hello! Welcome to the world of personal selling. As you can see, the syllabus here should provide an outline of everything you need to get started. You may notice that there are no quizzes or formal exams. Woohoo! Yes, exciting, but mainly because instead of a "formal" exam, you will be graded based on your performance in class. In my experience selling door-to-door for a few years, the only way to get "good" at sales is to practice in front of people. Quick story. In order to be "allowed" to sell door-to-door in the company I was working for, I had to do my sales pitch in front of the entire division! How frighting! But I'll tell you what, that experience and the subsequent experience of going door-to-door looking for clients gave me the confidence to speak in front of just about anyone. And, as fate would have it, gave me the confidence to stand in front of students and teach! Which leads us to this post. All of that to say, the role-plays in the class are going to be awkward, scary, and weird for some of you - but that's okay! Everyone has to do it, and the more practice you get, the more confident you will get. If you have any questions, please contact me - or comment on this post - I will get back to you either way. I'm looking forward to meeting each of you, Louie
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Louis Zmich
Aug 10, 2020
In Welcome to the Forum
Throughout the course I will post some tips and tricks that helped me in my sales career, and what I've seen to work for other sales students. Tip 1 Every buyer is different, and the previous buyer has nothing to do with the next one. When I was selling door-to-door, there were several times when I was, not so kindly, asked to leave the homeowner's property. Sometimes doors were slammed in my face, other times I was straight-up yelled at. The problem is not so much hurt feelings, you get over that fairly quickly. The problem is the next customer interaction. Your brain makes a weird connection, assuming that the next person is going to act like the previous one. But why does that make sense? It shouldn't, right? What does one homeowner have to do with another? Unfortunately, you will get into a phase where it seems like everyone says "no." But that's okay. Hearing "no" is a natural part of the selling process, but as we'll learn in this course, we can prevent hearing the word "no." Tip 2 Sell the clean floor, not the mop This advice was given to me by my first sales instructor, so I think it wise to pass-on this information. The premise is simple to understand, but difficult to execute. As we will read in SPIN Selling, offering up feature after feature of a product or service does nothing for the customer long-term. Instead, we need to sell results, actions, and solutions to customer problems. When I was selling windows to high-end neighborhoods, I was not selling a window, I was selling: Lower energy bills No more foggy mid-day view from broken seals No more rooms that are too hot to sit in during the day Beautiful framing in the home that let's in natural light without the need to ramp-up the air conditioner Leak-free during a rain or snow storm Added security with triple-pane glass Same-day installation Hassle-free workers and contact-less payments Professional in-home consultation Personalized placements using high-end technology Very rarely would I even use the word "window" when talking to a customer. Why? Because windows, like many products, are not "sexy." They are not like selling sports cars. But, they are an essential part of the home, that many people put off replacing for far too long. So when I went to a home and saw that the windows were wooden, from the 1950's with paint flaking off of them, I knew that I had an opportunity to not only beautify the home with 21st-century window technology, but also save the homeowner a lot of money on their heating and air bills. The issue was not solving the implied needs of new windows, it was finding out what the explicit needs were of the homeowner, which we will see how to do in SPIN Selling.
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Louis Zmich
Aug 10, 2020
In Welcome to the Forum
Post your questions here! I will do my best to either answer them on the site - or integrate them into class! Thanks!
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