This past weekend I was part of a group of students who went sled riding down near Pittsburgh. The purpose of the trip was to take Josh Weatherstone sledding for the first time, as he had never had the opportunity before. It turned out to be an idea day for sledding, as it warmed up to fifty five degrees but there was still plenty of snow. Now you might be thinking, “What does this have to do with selling?” and if you are thinking that I have an answer for you: Everything!
There were several aspects of this day that involved non-sales selling, starting with the invitation itself. Karolina sent out an initial email inviting several students. Her sales pitch for the afternoon was strong, and I decided to buy into the idea of the trip. When it came to the day of the event, I was starting to second guess whether or not I really wanted to go, so I called Karolina up to tell her I was having second thoughts. That’s when I encountered another sales pitch, as she convinced me it would be worth my while. So, with new found energy for sledding, I set out and met up with the group.
We made the hour long trek to Fox Chapel, and after several wrong turns arrived as what can only be described as a monstrous hill. Second thoughts again crept into my mind, but the enthusiasm of the group got me pumped up for some sledding. We hiked up the hill and proceeded to sled. After going down the hill a time or two I had had about enough of the long and slippery walk back up, so I decided to watch the others and just enjoy being outside and at the top of a hill with a great view. That’s when an unnamed person had the bright idea that we should build a jump at the bottom of this monster of a hill and go off of it. Within minutes we were sold on the idea and the jump was assembled. Karolina was the first to brave such a treacherous sledding adventure. Down the hill she went, at a uncomfortably high speed for those watching. She hit the jump, caught about eight feet of air, lost her sled, and promptly landed on her backside. The collective gasp from the spectators was palpable, but she bounced right back up and ran up the hill. “Whose next?” she questioned. After much feedback about her less than graceful landing and comments on the fear of doing the same, she added that she had landed in a puddle, which had cushioned her fall. This lapse broke one of the most important rules of sales: Never answer the unasked question! Those who were considering the jump quickly shied away from the idea, as they did not want to land in a puddle and be soaked for the rest of the evening.
Overall it was a great trip, with many instances of non-sales selling to look back upon.
BoweryJE22
I was just commenting on another blog and said that today’s non-selling sales has been a part of each person since they have been able to talk and this is a great example as well. Logan this is a great connection of how you can unintentionally answer an unasked question. I think we have all done this in the past. I know I have when trying different foods with my family. May I just say my family is not the most diverse when it comes to eating. I will try something and say it is good and then the next thing I say is, “it is a little spicy.” BOOM. There goes all chances of getting my siblings to try it. But needless to say the idea of TMI can be applied to every aspect of our lives and most definitely can ruin a sale.
What a fantastic example! Along these lines, I have spent a lot of time selling people on events. If it is youth group, a club meeting, or an RA program, getting people to give up their time (especially in this case if it would be time spent warm) can be difficult. But, I think we can all agree that Karolina has a contagious enthusiasm! That puddle though- you are completely right. The jump would have sold much better had she not mentioned it. But that may be for the welfare of the potential customers!