Applause, rave reviews, and sincere appreciation are a rarity among those who share our industry workspace. It is with great appreciation that I can share the top sales insights that Ellee Kennedy, host of Slay the Sale Podcast, picked up from my book, Nice Girls DO Get the Sale: Relationship Building That Gets Results, to share with her many audiences.

In Ellee’s words, we can take a trip down memory lane regarding my journey of breaking into a male-dominated industry and the tactics and tricks I used to outsell them ALL! 

Through witty stories like the “New Version of “The Tortoise and the Hare” and “Selling Tinkerbell,” will not only have you thoroughly entertained but will challenge your current perception of what it means to be a salesman … or should I say, saleswoman. 

   https://www.youtube.com/watch?v=wk_EkSl9lUA

    Elliee's Interpretation

   The word salesman is associated with a negative connotation. This      phrase is used to describe someone that you believe to be       

   disingenuous and, for lack of a better word, slimy. 

   To me, the personality of a salesman, or saleswoman is a            

   charismatic and resilient individual who isn’t afraid to hear the word 

   no’. It is someone who genuinely listens, cares for people, and 

   wants the best for their clients. A person who is competitive yet not 

   aggressive; likable but also honest. 

   According to Elinor, “failure is not in her vocabulary.” Regardless of 

   how many no’s you hear, you will not give up until you receive a 

   YES! Believing in our ideas and abilities ultimately got her through 

   tough times. 

   It is vital to believe in yourself to be successful in sales, and it is also    crucial that you believe in WHAT you are selling. If you don’t believe      in your company or the product you are selling, then customers   

   never will. 

   According to the Experts

   Customers make their decisions based on the following statistics: it’s    7 percent what you say, 38 percent how you say it, and 55 percent        how you look”. Your nonverbal communication skills and physical          appearance are just as important as the words that are coming out of    your mouth. 

    Success

   To be successful in sales and encapsulate the “nice girl” sales   

    mindset you need to: 

    1. Believe in yourself

    2. Believe in WHAT you are selling

    3. Pay close attention to how you speak and present yourself to the           client. 

   Three Action Items You Can Start Using TODAY! 

    1.   Use Voicemails to your advantage! 

          Leave your phone number near the beginning of the message               and once again at the end of the message. Three reasons for 

          this method: 

A.  People are busy and may not listen to the full message.

B.  Sometimes, numbers are muffled and hard to hear on the first listen.

C. By leaving it at the end the recipient will not have to go back and listen to the entire message again. 

   2.  Elinor’s “nice girl” way of overcoming customer objections.

        Ensure you understand the reason for the objection – ask if you 

        don’t know. 

      A.  If you don’t understand something – ask! 

B.  Be sure you are “using the other person’s vocabulary”. 

C. Always put yourself in the prospect’s/client’s shoes.

D. Always ask questions to learn more.

   3. Consider incorporating the Nice Girl sales tips TODAY 

1.   Challenge yourself to keep learning.

2.   Know your prospects and their two top competitors.

3.   Free food always works! 

4.   Keep asking questions. 

5.   Handwritten “thank you notes go a long way.”

6.   When leaving a message, state your phone number twice.

7.   Call “decision makers” before 8 AM, noon, and after 5 PM – when the gatekeepers are gone. 

8.   Attend events where your clients meet.

9.   Convey a professional image/ appearance.

10.                Walk with confidence and a SMILE ??

11.                Speak as if you were talking to a good friend.

12.                Take notes and speak in the prospect’s vocabulary.

13.                Always ask prospects for their “wish list.” 

   Ellee Kennedy Concludes

   For all my sales queens and kings – in the words of the brilliant   

   Elinor Stutz, “play each game to the end. Even though you think it 

   will be a long shot to earn the business, keep going because often t

   here are happily-ever-after endings. 

   My Conclusion:

   When we strive to work for the greater good, we experience the   

   boomerang effect, receiving greater admiration we never expected.   

   Lastly, the collaborative effort extends our reach and encourages   

   opportunities we never saw coming for our greater good!