For designers everywhereI was at High Point Market recently continuing the search for more opportunities and to catch some seminars on what’s trending and being communicated — as well as to speak to retailers/designers/salespeople. And, of course, to see people and the new products introduced.I continue to be delighted at the growing number of designers who attend Market, as well as the products available for designers to purchase for their clients. There were several designer panels, events, and seminars all targeted at designers. There were also designer collections introduced (congratulations Corey Damen Jenkins on your beautiful lighting for Hudson Valley Lighting!).As someone who has been attending HP Market for 30 years, the vibe is different when the focus is directed towards designers. The aesthetic expands, the thinking changes, the results blossom. This benefits those retailers who seek to express a fashion forward statement, as well as the retail clients and customers they serve. In a time where there is some moaning about business being challenging (and it IS for a lot of people), it’s uplifting to have good news to experience and share.For designers, if you aren’t going to High Point in the spring and fall, you must. There is much to gain if you do and even more to miss if you don’t.Now, go sell something~oxo,Jody
For anyone who deals with anyone else
Every time I hear this I cringe. My most current personal experience with this phrase was after something that was supposed to happen didn’t happen. It’s not really an apology. There is no “I’m so sorry for the inconvenience”. There is no palpable reaction from the salesperson that tells me that they know they blew it. There is no understanding of what it’s like on the other side – over here where I am as the customer waiting, wondering, and wanting to take action but not feeling ‘right’ to do that – and there is no indication of them wanting to understand and asking how to make it better.
This occurs to me as a new way of avoiding responsibility rather than taking it. And unless it’s accompanied by sincere ownership and understanding of what went wrong, with some options to correct the present and create a future that is different from the present and the past, it’s better to not even speak until those happen.
For now, just start with an authentic “I’m sorry”.
Thanks for listening.
Love, love, love,
Gratitude, Compassion, Interest
For sales teams everywhere
All showroom salespeople struggle with the initial contact – how to make it smooth and inviting, how to gauge when and how to approach, and how to manage the resistance of ‘just browsing’ or some other dismissive responses that often provoke a reactive response in us. And while that point in time is indeed challenging, how we are ‘being’ when we greet the incoming ‘guest’ speaks as loudly as anything that we say to them. So, in the effort to create a ‘sparks from your fingertips happy to see them’ engagement, here are some places to start from that will impact your first encounter.
This is an opportunity that someone else has given you. Either the company marketing and advertising has created it, or a happy customer has referred them and created it, or your location to some other interesting venue has spilled over and created it….or something else that is external to you. Unless this is a be-back to you, it’s a gift to you. And however they are and however they are not, that’s what you get to work with. Be Grateful.
You have no idea of what they are experiencing in their life. It’s a mystery to you and might be a struggle for them. How they initially interact with you might have nothing to do with you and everything to do with what’s going on in their world. When they are greeted with gratitude for just being there and acceptance for just being who they are, the resistance is reduced and the connection can begin. Generate Compassion.
Be interested in them. If you are interested in them you will be inquisitive and ask questions to learn more about them. You will listen to hear what they are saying and the message behind the words instead of waiting to speak. If you are interested in them you will be patient as they try to articulate what is not working that they want to fix, what is missing that they want to fill, what is a concern that they want to avoid or rectify. Slow down the pace and dial up the interest.
These don’t guarantee success but they serve as a foundation for it. They are especially effective when we’re having a tough day and don’t feel like being this generous…generate them anyway.
Now, go sell something.
Love, love, love,