Sales Tips

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Customer names:
Remembering a customer's name can go a long way in building a professional relationship. When I meet a new person, I make a real effort to retain their name as soon as they give it to me. If writing it down works best for you, then do so, but I have found it useful to also keep their name in memory. It is rare that I have the opportunity to go to my notes from the last time I saw a person to recall their name when I bump into them again. It takes some work and my recall is far from perfect, but the times that I can recall a person's name from memory in those impromptu meetings really makes a difference in the interactions I have with them!

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Step by Step: Getting People to Listen to You
Anyone who has ever used an overhead or slide projector knows the sinking feeling when you go to turn it on and the light bulb is burned out. While you’re waiting for a replacement or changing the bulb, throw out a couple of one-liners to break the silence:

“This is the first time I’ve been brighter than my equipment.”

“I don’t understand. I left this thing on all day and night for six days to make sure the bulb worked.”

(Talk to the projector lovingly while patting it) “Now, don’t be shy.

These nice people really want to see you work and so do I.”

(Wave a hand in front of the lens) “Wake up in there. Yoo hoo. Wake up.”

“I have a joke. How many projectors does it take to mess up one presentation?”

“Does anybody happen to have a (long description, recited quickly) quartz, two-prong, model 921 EYB, 25 volt, 250 watt overhead projector lamp on them?”

“These overheads/slides are a little darker than I expected.”

(Refer to blank screen) Can everyone in the back – or the front – or anywhere – see this?”

(Pretend to find a service tag and pretend to read it). “Last serviced by Thomas Edison.”

“I do my best work in the dark.”

“I know what you’re thinking. ‘How many speakers does it take to change a light bulb?’”
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