Thursday, December 4, 2014

Sales Lessons From My Camera #1 - Who is your customer and what do they want?

Focus on Martin
The main character in these photos is my 1-year old grandson Martin, standing at the coffee table intently focused on his favorite talking train -- “chugga chugga choo choo, carry cargo, here we go...” and an entire repertoire of audio clips to entertain a child. 

I spent close to 30 minutes observing and photographing Martin as he played with the train. He was a fantastic subject, never self conscious about the camera or my moving around to get the right angle, depth of field or exposure.

I really had to pay attention to Martin’s constant motion, his expressions, the play of light from windows and tungsten lights in the room, where he was focused, and how he was connecting with the train - just to mention a few of the factors that were in my mind in hopes of creating compelling images that would convey his intense but quiet focus.

Focus on Train
Are the parallels for sales people and entrepreneurs coming into focus from my camera experience with Martin? 

Here are just a few that came to my mind as I reflected on the experience and processing my favorite images from the session:
  • Be fully present to observe, listen to and connect with your prospect (Focus on Martin)
  • Understand what he or she wants in their life experience (Focus on Train)
  • Explore how your product or service can enrich their experience (Martin wants to see that train take off!)

Did I mention that these are basic but often forgotten sales skills? Think about how often you’ve been a retail customer for example, and the sales clerk just cannot seem to connect with you, seeming distracted or even worse - disinterested. 

At one time or another, every sales person or entrepreneur may feel uncomfortable selling their product or service, but you can overcome or even bypass many hurdles in the sales journey just by being fully present to your prospect, discovering what’s truly important to them, and exploring (make it a collaboration with your prospect) how you can enrich their life experience in specific ways. 

And don’t forget, you have to come out of the process with a compelling message that communicates on an emotional level. Hopefully my photos of Martin achieve that objective.

Make your sales journey a FUN experience -- chugga chugga choo choo, carry cargo, here we go!

Wednesday, November 26, 2014

What is your why?

Photo by Chris Allen
Do you know why you're selling?
and why you're selling 
what you're selling?

Could it be just an excuse to connect?
to connect with the bigger
Presence of who you are
in the guise of your customer?

What if the selling game
and its myriad of trappings
its libraries of pontifications
and prognostications

Its endless arrays of techniques
and, God forbid, the scripts
that guarantee unlimited success...

What if the entire galaxy of
sales and selling practices
were simply another of Life's ways
to express its wonder of Being

Its utter amazement at discovering its own expression
in the emotions, the dreams, the losses and wins
of you the salesman, and you the customer?