Be real and sincere with people if you want to be effective in your effort . Here are a few other sales points at work in this "personalized smile " Event.
DON'T DISMISS SOMEONE AS UNIMPORTANT. Or not qualified to buy. You never know who you're talking to. Especially on incoming calls. I've seen plenty of sales reps mentally disqualify a prospect by just looking at a name on a reply card or computer screen. When I was waiting for the takeout order I might have looked like I was applying for a busboy job, but still received VIP treatment.
THE LAW OF RECIPROCATION. In the book I consider the "bible" of persuasion, "Influence: The Psychology of Persuasion, by Robert B. Cialdini, the author spends an entire chapter talking about the Reciprocation Rule that our culture follows, which states, "We should repay, in kind, what another person has provided us."
He further says "that because there is a general societal distaste for people who take and make no effort to give in return, we will often go to great lengths to avoid being considered a moocher, ingrate, or welsher." After all, who hasn't sent holiday cards to someone because you received one from them? Or have you ever bought something in a grocery store simply because you tried the sample from the nice lady handing it out and felt obligated to stick one in your cart?
GIVE A LITTLE AND MAYBE GET A LOT. I don't advocate lowering price to sweeten a deal, but how about giving away something that is low cost to you, but high value for someone else? Little things mean a lot. Extending the terms on someone's warranty or subscription, giving valuable printed how-to information ? anything with a high profit margin that could have tremendous impact. It can get customers, and keep them buying.
BE CARE-FULL. Or, full of care. You need to CARE about a prospect or customer to truly make an impact. I was giving some instruction to an underperforming sales rep after a call, and he told me, "You're assuming I care about them." No coaching will help that attitude. In my example, I watched someone care about all the customers he talked to. I personally saw it in his eyes and felt it in his voice. There's a different motivator there. On the phone, your care must come through in your voice.
Yes sir, try a nice investment of about 50 cents, a coffee and your personal touch with a smile , brotherts .. Lots of people get a return on that one. And there was not a smart phone or laptop involved. It was the ultimate in "social media"--talking to and caring about a customer.
SH ( technology is not an excuse for not being human , caring or real to others )
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Hollecrest & Associates Inc -"Turnaround Consultants" http://www.ic.gc.ca/ccc/search/cp?l=eng&e=123456239975 .
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