When I was a kid, growing up in a very small town in Canada - one of the thrills of the year was watching the Academy Awards. (And yes - we only had 3 TV channels!)
But what I really loved watching was The Barbara Walters Special.
Why?
She would interview famous people of all shapes and sizes. Hollywood actors and actresses, politicians, writers and anyone who was "Super Flavor Of The Year." This was pretty big stuff for a small-town Canadian girl.
And yet even as a kid, I could see that she did things differently with her interviewees which other journalists didn't do.
When a reporter asks me who taught me how to sell - I always tell them Barbara Walters.
I had no interest in being a "cheesy salesperson" - I wanted to be a superior interviewer who just happened to sell.
The 3 Best Sales Tips You Can Learn From Barbara Walters?
1. Don't pressure. If you're talking to someone intrusively and you make them feel pressured - they will clam-up, stone-wall, freeze you out in less than 3 seconds. Barbara rarely slipped up on this. She would make people feel comfortable, usually in an environment of their choice.
2. Don't ask stupid questions. Barbara didn't ask the typical boring questions that other reporters would ask. She was and is known for her exceptional research skills. She would find the little piece of information that was a hot button - and then find a way to work it in.
3. Make people FEEL. Barbara is also known as the interviewer who could make anyone cry. She would ask the hard question and yet with respect. And she always caught her subject off guard - where they showed their authentic side. (How easy do you think it is to interview professional actors who've been asked everything?)
What Are You Doing With Your Customers?
Are you being boring?
Are you asking what you should already know?
Are you prepping for your meeting and researching something unusual?
Are you talking too much and not listening enough?
Do you know the hot buttons of your customers?
Selling is not about manipulation. And neither is interviewing. If Barbara Walters interviews had gone poorly - she would never get an opportunity to interview these people again.
And as you know - she has interviewed MANY of the same people - MANY times over the years.
They aren't idiots. They know that she brought out the best in them.
And you can do the same for your customers!
So there.
Love From Your Bossy Sales Diva,
Kim
Kim Duke, The Sales Diva, provides savvy, sassy sales training for women small biz owners and entrepreneurs. Kim works with clients internationally, showing them The Sales Diva secrets to success! Sign up for her saucy and smart FREE e-zine and receive her FREE Bonus Report "The 5 Biggest Sales Mistakes Women Make" at http://www.salesdivas.com See The Sales Diva's movie at http://www.thesalesdivasmovie.com
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