I recently walked into a cigar shop. I did not walk in because I was interested in buying a cigar. I walked in because part of my job required me to venture into this cigar shop and discuss something with the owner.
The required conversation was quite brief and after exchanging pleasantries and dealing with business, I asked him about his products. It was a sort of generic, “What would you recommend for someone who has never smoked a cigar (me) but was just a little bit curious?” He walked me over to a bin of cigars and pulled two out. “This one is a pretty good place to start”, he explained.
He walked me back to the register while he told me a little bit about it. When we got to the register I asked him about cutting off the ends. I had seen people in movies cutting their cigars but had no idea what needed to be cut. He took out a cigar cutter removed the cigar from its packaging and showed me by cutting it right in front of me. Then he showed me how to light one by lighting the second one he grabbed. So now I have a cut cigar in a “fresh-lock” baggie sitting on the counter in front of me.
He is smoking a cigar and has a “I am really busy so if you’re not going to buy anything, get out” demeanor. Not rude, just busy. Then… he said nothing. There was a long awkward silence. Probably not really long, it just felt long. I knew he wanted me to buy it. I knew he couldn’t really sell it now that it was out of its wrapper. Finally I volunteered, “How much is it?” “Two Bucks”, came the instant reply. Again, silence.
Finally I pulled out my wallet.
I have thought about that encounter quite a bit. Is he a really good salesman because he got me to buy something I would otherwise have not bought?
Is he manipulative because he knew I would feel bad about not buying something he would have a hard time selling.
I know it is just two bucks and either way it doesn’t really matter, but I believe that how you see this scenario will say a great deal about you as a consumer, as a sales person, and will probably be a good indicator of what makes you uncomfortable about Mary Kay.
Sales is sales. The point of being a sales person is to convince people to buy the product you represent. If you are not convincing people, you are just an order taker. (Tom Hopkins) Anyone can take an order when someone is already convinced that they need what you have. It takes a salesperson to convince someone that they need what you have.
It seems like there are three types of people that sell things. Only one should be considered a “salesperson”.
Order taker – not a salesperson. (People already wanted the product)
Manipulator – not a salesperson (People never wanted the product – now they hide from you)
Convincer – salesperson (People didn’t want the product, but you won them over and they love you for it!)
Because not everyone will want what you have to offer, a good salesperson knows when a “no” is really “I’m not sure” and when it is “NO, NOT EVER”. There is no point wasting your time with a “NO, NOT EVER” but a “I’m not sure” is exactly where you want to spend your time. Overcoming objections is a huge part of sales.
What are your thoughts? What are good sales tactics? What are awful tactics?
What are things you know work, but are uncomfortable doing because you hate it when it is done to you?
Where do you rank yourself? 1 – 10
1 is the order taker. “I don’t sell to anyone unless they ask me” “I don’t offer ‘up sale’ items, or suggest anything that they have not asked for specifically”
5 is the happy middle. “I pride myself greatly on my product and won’t “give it a rest” until either you have tried the product, or made it clear to me that you are not interested at all.
10 is the manipulator. “I won’t leave you alone until you get a restraining order, and even then, I know you are just “playing hard to get”. I will send you catalogues through a friend of a friend.
For Further Reading...This Week On Pink Truth - Click Here
Pros and Cons of Mary Kay - Read or Contribute or Both!
First Post - Why I Started This Blog
The Article I Wrote For ScamTypes.com (here) (there)
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