S.E.X.Sells! Part 2

"The eyes have it!"

Stripped down to the basics, people like to talk to other people.  And despite email, telephone and web sites, they like to do it face-to-face.  Successful sales people embrace that.  



In Part 2 of S.E.X. Sells!, Pennock_ESQ shares more of his thoughts and experience in direct selling:

So, in SEX Sells, Part 1 we went over our smile.  Have you been practicing?  Because a great smile is just the beginning of SEX.
Next, we need to remember our eye contact.  This is the most important part of SEX. 

You don't want to be that creepy person who is always smiling but always looking around.Strong eye contact is important for 3 reasons.   The first, is it establishes your relationship.  When meeting with your prospective customer, maintaining your eye contact builds trust.  What you are saying will be taken more seriously and show to your customer that you have their best interests at heart. 

The second reason to maintain eye contact is to take control of the situation.   Strong eye contact shows that your time is just as valuable as the customers,  and they need to act accordingly.   

The final reason to maintain strong eye contact is because this is where you will find your first buying signs.   The eyes are the windows to the soul, and if you pay attention,  they will tell you when you should close. If their eyes light up, the deal is done.  If they break eye contact, they are starting to think about whether they need the product or not. Start to close. If you are in a tough negotiation,  the more they blink, the more likely it is you are winning. 

Now, lets rehash.  Your smile will build your relationship,  establish control of the situation and know when the time is right to close. 
So, don't blink.  You might just miss your next sale.

Until next time...

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Chris Morales

chris.morales@bell.net

647 393 3855

Linkedin:  Chris M Morales 

Advertising Agency Account Guy 3.0

Two-Martini Lunches, long alcohol-fueled Client dinners:  just a couple of the job requirements of the Account Executive 1.0 as portrayed by Mad Men. "Wow...what a great job!"

Writing decks, lugging the Art Boards to the Client Presentations as 'Bag Men'...Account Executive 2.0 job requirements.  "Ugh...not so much fun but my Liver is thankful".

Now in the post-digital world, Account Executive job requirements have shifted once again. And again for the better.  The top Account Executive 3.0 Professional must be able to perform all of the following, ideally without breaking a sweat:

• Knowledge of all forms of marketing communication:  Television, Print, Radio, Outdoor and Digital.  Within Digital, Web sites, Advertising, Search and Social Media, Experiential, Direct Response.  Whew...
• Project Management:  In this age of non-AOR Client/Agency Relations, it is vitally important that Account Executives 'Always be Selling'.  This while working with Client Marketing and multiple Creative/Event/Digital/Media Agencies
• Strategy:  Interpret the Client Marketing Objectives to develop the Project Plans that integrate and coordinate all media channels and marketing/advertising activities
• People Management:  Mentor, guide and direct juniors in work and career

Until next time...

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Chris Morales

chris.morales@bell.net

647 393 3855

Linkedin:  Chris M Morales 

Running Easy Again

Whoa...I didn't notice my last run!  After over 3 years of nagging and repeated foot injuries I've had the most uneventful runs over the last week. I've just been running.

Fox Lake, Huntsville

I first noticed this while on vacation at Fox Lake in Muskoka a couple of weeks ago.  The Cottage road in from the highway road was nicely hard packed gravel with a lot of tree cover.  It felt like running through a green tunnel.  There were frequent turns and lots of quick ups-and-downs to keep things interesting.

And there were no cars...I didn't meet one in four days. I cut apexes with glee!

I only ever saw one other person on the road and that was on Saturday morning, our final vacation day.  And of course it was a runner!

Back home I've been out on my usual early morning runs and the easy running has continued.  I have no idea how fast I've been running and frankly haven't given it much thought.  I come back thoroughly soaked and happily exhausted though.

And no pain.  More importantly, no thinking about pain.  I don't want to jinx it but running is fun again!  Vacation change of scenery, new shoes, running for fun...can't pinpoint one thing...probably everything has contributed to running easy once again.

So if you see me on the roads of Etobicoke you'll have no trouble recognizing ThatRunninGuy:  I'll be grinning ear-to-ear.

Oh, one more shot of 'Our Lake' in Muskoka:

Until next time...
ThatRunninGuy

S.E.X. Sells! Part 1

We all do it...Selling is the heart of business and commerce. In the B2B world of Marketing and Media Sales:  Getting the customer to 'Buy' the Creative/Campaign/Media Plan;  in B2C:  Awareness, Consideration, Preference and of course Buying the product or service!  

In this week's guest post, Sales Professional Michael Pennock, ESQ, tells us why the 'S' of Selling is so important.  Pennock is a successful sales professional who has recruited, trained and managed Direct Sales Teams for over 5 years.  This is Part 1 of 3: Sex Sells...and it all starts with a Smile:

SEX Sells 

This is the truest statement in any marketing and sales environment.  Why wouldnt it be?  SEX is great, and if it felt like cutting your hand off, nobody would want any part of it. 

But SEX is the first step to closing any sale.  Let me explain.   

Yes, some gorgeous model accompanying you on your sales call would certainly help close every sale you go on.  But I assure you, the moment you walk into any meeting,  you have all the SEX needed to get the deal done. 

First, SMILE, its contagious.   Have you ever tried to not smile while looking at someone else smiling?  Its like trying to keep your eyes open when you sneeze. You can't do it.   Your smile will help ease the tension and keep the atmosphere comfortable. 

Now, keep smilig.  Whatever happens, that smile should not leave your face.  I don't mean that you should sit there and grin like an idiot, but a comfortable smile throughout your presentation will help build your relationship with your customers and keep what can be a tense situation,  nice and relaxed.
Now let's practice.  It may seem funny, but seriously,  practice your smile. Practice it until you have to make a conscious decision to not smile.  Your smile is the first thing a prospective customer will see from you, and a great smile will be the foundation to a positive first impression. 

So, let's rehash.  Start with a smile. Keep smiling. Then keep smiling more. It will make the difference between a sales called, and a sale closed.

Until next time...

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Chris Morales

chris.morales@bell.net

647 393 3855

Linkedin:  Chris M Morales