The Strategies that made Mary Kay Successful - 3
Put the emphasis at the sales parties on teaching rather than selling.
When I was doing a lot of selling, which all companies do, I found the above insight probably the most effective by far above all other methods of making a sale.
The idea of teaching about a product or service provides a framework where whatever is being sold gains credibility in the eyes of a consumer, or whoever we're selling to. It also adds an experience to the process that both the one selling and the customer enjoy tremendously.
There is a sense of satisfaction of those listening, as they enjoy hearing about a product and learning new things.
It creates a feeling of good will as you go throughout the things that can be done with a product and how it can benefit the one listening. Teaching draws people into your offering, whereas a sales pitch puts people on guard.
Another great thing about teaching from a sales point of view, is it takes a lot of pressure off of people who would otherwise probably fail at selling. Thinking of yourself as a teacher, rather as being in sales, does something psychologically that is very beneficial to a company.
If we make our people teachers rather than thinking of themselves in sales, it could be a great benefit to the company. A person feels like they're contributing something, rather than simply trying to close a deal.
Don't think that this detracts from sales either. I've stood among a bunch of customers more than once teaching them all about a product, like I was telling them an interesting story around a night campfire. Everybody was listening, even though I was in reality talking to one person. There were always additional, easy sales when I was through talking to and teaching the person all about the product they were interested in.
If you're having trouble in moving products or services, this could definitely be something worth looking into and adapting to your specific business circumstances.
The huge success of the Mary Kay company was based upon this powerful principal.
Other Mary Kay Resources:
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