Do you have a class you look forward to relaxing in? You are comfortable with the material and genuinely enjoy the lectures a nice mental break in the day.
I know I do- its Sales class.
Except for last Wednesday.
Professor Sweet announced we were selling ducks, all memories of past exercises and readings went out of my head.
Woosh
Gone
I partnered with a friend, we reluctantly shouldered our massive backpacks and went in search of anyone who might consider buying a duck. I started off strong by selling to a deaf social work professor (not joking. He had to “put his ears in” halfway through). That was a quick no- but at least we got an answer. Next we tried some people we knew. After appealing to their empathy, we got a few small sales. We learned that students are very unlikely to purchase, due to tight personal cash flow and lack of personal connection to the cause.
Professors were more willing to hear us out, name dropping a fellow faculty member who sent us their way or mentioning we were doing this as a learning exercise helped too. Professors seemed to be hesitant at first, and were very skeptical. They wanted to know the facts. Also if they carried no cash, had no checkbook or smartphone also hindered our progress.
We keyed in on a few things that seemed to work. First gauging body language. some professors invited us to sit, others stood to be on our level. I began with a low level question; How do you feel about ducks? I could have led with the cause, but they already expected us to hard sell to them. By startling them, I moved the conversation to an even level, where they felt comfortable asking questions and not under pressure to buy.
The second thing I did was appeal to their empathy, many professors had wives, mothers, and sisters who had gone through treatment for breast cancer and were ready to give what they had at this point. For others who were still in the thinking stage, I told them that men can also get it, and that my grandfather had undergone treatment 4 weeks ago for it. When I shared my personal connection, they also responded positively.
The last trick we used was to look at the most willing (Target Market). The education department at GCC have some of the kindest people you will meet, and at least 75% of our sales came directly from their students or professors. Including an ABT! She offered this interesting tidbit; While she was coming back from the library, several groups tried to sell to her, but upon seeing her letters walked away. She said she has been meaning to buy a duck- but they never asked!
After returning and reflecting, my group did not set any records (although 10 per person is pretty good if you ask me!) nor did I get my favorite chill period, but I did learn alot about improvising, and how to sell in the Grove City College Bubble.
BoweryJE22
Appealing to an empathetic emotion is something I absolutely did as well. I think you make a great point by starting the conversation with an easy to answer question. I would also agree that the level of success in a sales pitch will be dictated by the amount of disposable income that is available to the individual being sold.