Girl Scout Cookies

Girl Scout Cookies season is upon us as the weather begins to warm up for Spring fund raising.  In a recent article, Seth Godin shares a common sense approach to sales.

Seth writes; “What’s your favorite kind of Girl Scout cookie?”  In less than ten words, all the Proustian memories of previous cookie experiences are summoned up. In one simple question, the power in the transaction shifts, with the Scout going from supplicant to valued supplier.  (And that’s the universal lesson here: A question that avoids a ‘no’, a question that starts a conversation, a question that opens the door to emotion… those are the questions that build careers and create value.)” The entire article can be read here.

When you walk by the table, a simple question could bring up memories of a pleasurable experience as it relates to delicious Girl Scout Cookies.  All to often in sales, the supplicant (desperate) approach is used.  Beggars loose control when they need or want something from you.  This is not a good way to sell.  But a leading question prompts a desired answer, in this case a memory of a pleasurable experience.  What’s your favorite girl scout cookie?  Rarely would you say; “I hate Girl Scout Cookies!”   In sales, it’s imperative to start out on the right foundation by evoking a positive response. When you lead your client by prompting agreement and triggering a positive experience, they feel they are in control of the transaction. After all, the customer is the expert on the best Girl Scout Cookies.

How do you like to be approached?  Most would rather respond if it is their choice to do so. Stop begging for sales, it’s not good for business.  When you come across as needy or desperate you repel not compel your clients to take a look. No one likes to be convinced but a good question begs an answer!