ARE YOU LOVING YOUR CLIENTS? – from Sales, Lies and Naked Truths on Amazon

by Corinne

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saleslies2 150x150 ARE YOU LOVING YOUR CLIENTS?    from Sales, Lies and Naked Truths on Amazon

Introduction

Chapter one –   LOVING THE PEOPLE

My son Paul got a job with a large chain of guitar stores.  He had never worked in a retail organization before. The pay was based on a small salary plus commission.

They put him through an extensive sales training.  It was the usual stuff on how to approach a customer, present the product and mostly of course, close the deal and make the sale!

It was almost like a car dealer’s pitch, “Do you want the red car or the white?”

He wasn’t doing well.  To make matters worse, they had an embarrassing gimmick.  A photographer was based in the parking lot and instructed to take a picture of every customer who exited without a package.

These photos were posted on what they called “The Be Back” board in the employees lounge.

Many of the “I’ll be back” customers without a package were his.

Paul dropped by for coffee one morning.

He said, “Mom, you used to be a sales trainer.  What am I doing wrong?  What’s the key?”

I answered him.

“The key is that you have to love those people you are selling.  Never count the commission in your mind.  Do what is best for them if they are just buying some strings or an expensive guitar.”

I went on –“I believe that 99% of communication is mental.  People sense if you are coming to them with a loving attitude or as a desperate salesman looking to close them.”

He said he’d try it.

His sales started coming in.  Then they really escalated.  He became the top salesman in the store. And his salary reflected it.

(One of his buddies tipped him off that the management was so surprised that they started to watch him carefully to make sure he was not giving merchandise away)

In six months, he was one of the top ten salesmen in the entire chain out of hundreds around the country.

This company gives an extravagant party once a year to honor their top ten salespeople.  Limos, deluxe hotel, elegant dinner - the works.  Paul was of course included.

After the dinner, the president of the company approached him.

He said, “Paul, how did you do this?  You came up out of nowhere.”

Paul answered, “I don’t want to tell you.  You won’t believe me.”

“Of course I’ll believe you. Tell me.”

Paul gulped.  “I started loving the people who come in.”

The big boss replied, “Okay Paul, now tell me how you REALLY did it.”

ARE YOU LOVING YOUR CLIENTS?

WILL YOU TRY IT?


This is an excerpt from

SALES, LIES AND NAKED TRUTHS

For Paperback or Kindle edition

CLICK HERE

FOR ALL OF CORINNE’S BOOKS ON AMAZON CLICK HERE

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{ 27 comments… read them below or add one }

Radu February 22, 2013 at 9:18 am

Hello Corrine,
i was wondering when do you have time to read all these books, keep the blog, and have also a daily routine? I find this really time consuming.
Do you have a time management tool or something?

Reply

Corinne
Twitter:
February 22, 2013 at 11:45 am

Dear Radu -

It certainly takes time. I just decided to take posts from when I was very new six years ago and make books out of them.

When I started, I had three readers. So these posts went into my archive. (my sister and two girlfriends)

It does take time to edit these so they fit in a certain topic and sequence. But it was fun to see where I started and all the mistakes I made.

I bet you have old posts you can make into a book.

As far as reading, which I do a lot – somehow I was born a speed reader. Never took any courses but it helps when you are doing multiple things.

Thanks for asking.
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Radu February 28, 2013 at 7:59 pm

Thanks for your reply. You have a huge amount of patience and long term thinking. I admire that.

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Corinne
Twitter:
March 6, 2013 at 12:16 pm

Dear Radu -

I always do my best to reply. I appreciate anyone who takes the time to reply.
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Aayna February 27, 2013 at 9:38 am

What an impelling share this is Corinne!! I agree that if we look at our clients with a loving attitude we can win them over in no time. A loving attitude is similar to a piece of sugar, wherever it goes, it makes things sweeter and thus better. Thanks for the share. Loved reading it.
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Corinne
Twitter:
March 6, 2013 at 12:18 pm

Dear Aayna -

90% of communication is mental. People feel the energy.

Look at yourself and your reactions. You just KNOW when someone is false.
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Laura February 27, 2013 at 9:48 am

I feel totally assured after reading the first chapter, it’s such a nice introduction to the book! I’m going to purchase it as soon as possible, it is really a must-have one for all the internet-marketers. Thanks for this great introduction ;)
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Corinne
Twitter:
March 6, 2013 at 12:43 pm

Dear Laura -

It is not your usual type of sales book. I think you will enjoy it.

Not only for Internet marketers but in everyday association with everyone in your life.

And a few chapters on how to take care of YOU.
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Fatima from buy business Hawaii February 28, 2013 at 4:11 pm

Throughout my career I have never sold any product to a customer which they do not need. They say that good salesmen make you buy things you may not even need; but I consider that a selfish approach. I am glad I have always remained honest and genuine towards my clients; offering them only what could really benefit them. Thanks for the inspiring share; I feel so good reading it.

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Corinne
Twitter:
March 6, 2013 at 12:48 pm

Dear Fatima -

I would not sell anyone anything that was not good for them when I was in the travel business.

One lady came in and wanted to buy a trip to Portugal that was $500.00 a person.

She lived in a million dollar house.

I told her I would not ruin a week of her life for $50. commission and sent her to a competitor.

Later I ran into her and she told me what a terrible travel agency they were.

She was my customer for years after that.
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Andrew from Blogging Guide
Twitter:
March 1, 2013 at 1:26 am

Corinne

Without customers, where would we be?

Exactly!

Provide the best service you can.

Andrew
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Corinne
Twitter:
March 6, 2013 at 12:49 pm

Dear Andrew -

That is the reason you are so successful.

You never rush anyone or high pressure them.

Without good service, people will find it someplace else.
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John Mak
Twitter:
March 3, 2013 at 2:11 am

Hi Corinne,

I read books on a daily basis about marketing, management and sales. It increases your thoughts, knowledge and gives you the ability to write down amazing posts! As Jim Rohn says, “work better on yourself, than you do on your job”.

If we work this way, the results will be outstanding!

Thanks for sharing,

John Mak
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Corinne
Twitter:
March 6, 2013 at 12:52 pm

Dear John -

Glad you included my article in your extensive reading.

I am flattered that you did and also took the time to comment.

Come back soon. I will share a few thoughts with you.
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Joy March 3, 2013 at 8:19 pm

An excerpt with a good insight. I myself am in the sales profession and I have learned that if you look at customers as sources of money, you won’t make a lot of profit. Most of my most loyal customers are those who I’ve gotten to know quite closely over the years.

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Veronica from Landscape designer sydney March 3, 2013 at 10:47 pm

Another good read from Corinne. Thank you for this one. Sometimes, it’s not all about the commission or how much money you could earn from for customers. You need to apply passion and tender loving care to your customers too. Start from approaching them with a warm and welcoming smile and walking them through helpfully and clearly with everything they need to know about the products that you offer them.
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24 hour emergency veterinarian March 3, 2013 at 11:25 pm

The customers are in fact are the ones who dictate how any business will turn out to be. So because of this, anyone who is in the field of selling services should value each and every customer that they encounter. Awesome excerpt. Thanks for sharing.

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Kelly from Wedding cruises Sydney harbour March 4, 2013 at 3:11 am

Bottom line is that, no matter what your job is, you have to stay warm and welcoming to the people around you. especially to your customers. Put it this way, if you’re a nurse, you have to be the first person whom your patients will complain of pain into. Or if you’re a car dealer, keep in mind that your customers may have emotional issues and dilemmas that they need to balance while trying to digest what you could offer to them.
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Kristine from gazebo March 4, 2013 at 11:39 pm

Thanks for the excerpt. This is a good book to read especially to those whose jobs revolve around sales. It has nice insights and people will surely learn a lot from this.

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Calra March 4, 2013 at 11:56 pm

Sprinkle a little bit of sunshine and lots of smiles into your work. It’s not just about your diligence to tackle and accomplish everything at the end of the day. A smile can be infectious, even to the grumpiest of customers. Keep up the good work!

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Sandra from florist newtown March 5, 2013 at 3:22 am

You did yet again. You’re really a great writer. I really love the way you review these books and I highly appreciate the recommendations. Great job!

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Corinne
Twitter:
March 6, 2013 at 12:58 pm

Thanks, Sandra -

Appreciate your compliment.

I have been told that I write just like I talk.

I had an editor once who was not only an English professor but was a nun.

You can just imagine what a shock I was to her.

(She insisted I write in full sentences. No Phrases)

She did not last long.
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Emilia from landlord software March 6, 2013 at 4:18 am

This is a particularly enriching excerpt from a good book. I like to read books about sales because I find it very informative. And I know that customers are very important in business.

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Corinne
Twitter:
March 6, 2013 at 12:54 pm

Dear Emilia -

Small correction to your comment.

Customers are the most important thing in business.

But I feel you already know that.
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Steve from Hypnotherapy Birmingham
Twitter:
March 10, 2013 at 3:24 am

Corinne

Many of my clients become clients for life and great friends. I treat each one as if they are my only client.

Steve
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Corinne
Twitter:
March 13, 2013 at 8:40 am

That’s the key, Steve. People do business with people they like and trust.

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Christopher James August 15, 2013 at 2:51 am

Love this post. It’s true what they say in selling. If your customer senses that your only goal is to get money from them, they’ll run away from you.
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