Category Archives: Simple and Cool

Selling is Caring (or acting as if)

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Last week I attended the University of Bradford alumni event where I had the pleasure to meet successful alumni and to listen to a very neat and cohesive presentation on selling, Dynamics of Success: A personal history of selling (Paul Cooper, 2011). The presentation was meant to provide an idea of how successful people sell. It gave a different perspective on selling and helped me view it as an art. And that is how I found out about the SPIN® selling (Situation Problem Implication Need Pay-off) formulated by Neil Rackham. The technique is simple, yet very comprehensive and it focuses on creating value.

The model aims to enable buyers to talk themselves into purchasing a product or service through what seems more like a therapy session, than a simple trade. The beginning point is spotting the gap between current state and ideal state. The core of this technique is recognising the need for change and acting on it. Through asking relevant questions, the salesperson gains insights into the buyer’s situation, enabling themselves to identify the problem and assess how it affects the buyer’s life, followed by the stimulation of their willingness to accept a solution (I just made it sound complex). This way sales people gain their clients’ confidence.

It is actually what every sales consultant should learn to do:

Customizing the offer to clients’ needs.

Focusing more on the features that will satisfy the needs of the buyer (otherwise clients may lose their interest).

Guiding clients to a conclusion and not telling them what to do.

Building up clients purchase decision through asking relevant questions.

Waiting for clients to request a solution and not offering it deliberately.

Ask, listen, and then sell. Ever felt that the salesperson was your friend? That is because they knew what to ask and how to listen. “Rackham points out that one of the easiest ways to identify whether someone has received sales training is by the number of problem questions they ask” (Richard Cross, 2011). From a buyer’s perspective, you realise you have been “SPINned” when you try to reach your estate agent on a Sunday evening to ask whether the price is the real value of that house you are planning to buy. Chances are you will get a positive answer. However, getting you to think you can trust them is what this method is all about. Selling is caring to some extent. As a salesperson you are not expected to attach emotionally to your clients, but to show understanding and desire to help rather than to complete the trade by all means.

Therefore, in my opinion, to be able to sell successfully, you don’t have to be a mind-reader, but an active listener with outstanding communication skills. Having people skills, such as being able to foresee people’s answers and being prepared to turn their disagreements into positives, is probably the key ingredient of an influencer, hence of a complete salesperson. Through thorough research and intensive learning, followed by a fair amount of experience and seasoned with a handful of patience and tact one can come to master “the art of selling” (Cross, 2011).

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I wonder frustratingly

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Why do most of the celebrities who use social media don’t actually socialize, in the true of the word?

Wonder girl

Time is not the answer, and you’ll see why.

I follow this great singer – I won’t tell her name cause it might ruin her career considering how popular my blog is – and she posted a super-cool picture and not only that I (and the rest of 5,765 people) liked it, but we also expressed in writing our admiration for the splendid voice and looks she has. I also included a little brain teaser for the lady, and expected to demonstrate her analytical thinking in a challenging debate that we were supposed to have.

What happened next? Nothing. No reply, no like back at me, nothing. There I stood, speechless and hurt, in an intense pain caused by numerous checkings of her page and no sign from her.

Call me frustrated, but I think that celebrities have developed a severe narcissistic behaviour through the use of too many social networks. Life was easier when these platforms didn’t exist. We were simple human beings, they were some kind of superior species, say centaurs. But they preferred to mix with the regular beings in this social media whirl. Well, I’ve got news for you celebrities, your hooves are still very noticeable.

Singers especially, could have continued to promote their albums and inform fans of their events and activities through websites, Youtube channels or even Twitter. Instead, they probably hired their cousins to update their tons of profiles, so that thousands of people could laud them to the skies and back. And at the end of the week they would post a teasing status or a picture to thank all those fans who licked the screens. Aren’t celebrities too hungry for groupies? Come on celebrities, use your four legs and walk that walk!

One might say, well, they’re too busy to reply to thousands of fans. No, they aren’t. I’m just saying, if she had the time to upload a picture of her breakfast, couldn’t she take few more seconds to at least like my comment?

Bottom line, celebrities should be more considerate towards their fans cause there is an Unlike button too!  And also, social networks are for socializing.

Peace and love and skittles!

Bazinga!

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Ever had that striking moment when you found out about an idea that looked so simple and cool and thought: “It’s so simple and cool, I wish I came up with this idea first!”? Well, I just had it.

A good friend of mine sent me the link to this simple and cool game commercial! Not only that I am a LEGO fan, but I also fancy the capture-reality app. Slick old-shool – new-day combination. Love it!

Check out the commercial for LEGO Life of George. I find it quite engaging.