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Sell Like a Girl, Or What a 12-year-old Can Teach You About Sales

Yup, it's Girl Scout Cookie time in our partabout competition; it's all about contacts
of the world. [And, yes, my English teacherand referrals. So who is selling to all those
DID tell me never to start a sentence withcustomers who "have Girl Scout Cookies at
the word "Yup."] For those of you who arehome - more than they need?" Naturally, it's
unfamiliar with the sights, tastes, andtheir Girl Scout. What are the chances of
overall experience of helping your daughtersRebecca selling a box of cookies to someone
sell Thin Mints, Samoas, and Do-Si-Do's,whose daughter is also selling the same
you're missing a fundamental and wide-rangingcookies for the same price? You got it: less
education about the dynamics of sales,than zero. Is Rebecca going to bang her head
selling, and salespeople.Here are some pointsagainst the wall bemoaning those lost sales?
I've garnered while helping my daughter,Of course not. She's going to tap into her
Rebecca, age 11, and Troop 3129, make theirnetwork of networks - neighbors, cousins,
sales numbers. These pointers arekids and parents at the Y where she plays
hard-earned, field-tested, and as applicablebasketball, my former colleagues at my old
to you and your business as they are tojob who have become good family friends (and
Rebecca and hers.1. It's who you know. It'sRebecca's customers in previous years). Do
true: the cookie business is a relationshipyou know how to fill your pipeline when
business. Our next-door neighbor bought 9things seem dry? Do you know how to move your
boxes - Bam! Neighbors on the other side, 2prospects along to becoming customers,
boxes, then 3, then more. Why? Becausesatisfied customers, and then
Rebecca had something to sell. What's yourcustomers-for-life - not of the product or
personal brand doing these days? If youservice you're selling today, but of YOU and
switched products, services, or companies,whatever value proposition you might be
would people buy from you JUST BECAUSE IT'Soffering now and in the future?6. When times
YOU?2. It's not about the product. It's timeare tough and things look quiet, that's the
to get the lawyers upset. Ready? Girl Scouttime to push harder than ever. Cookie sales
Cookies, for the most part, taste terribleend at a certain time each year. Right now,
[Thin Mints are the one exception, in mywe're about two weeks away from the ending
humble opinion]. And they have enough fat,date, and there are Girl Scout Cookies being
calories, and cholesterol in them to power asold everywhere you look. We'll probably have
small Japanese alternative fuel vehicle. You10-12 boxes left over by the time the
want good cookies? Buy Oreos, Mallomars,deadline comes. Are we depressed that we
Ginger Snaps, Nutter Butters, Grasshoppers,didn't meet our goal? Are we failures as
Deluxe Grahams, Fudge Sticks, etc. etc. Yetsalespeople? Only if we quit when it's over.
Girl Scout Cookies sell like crazy, yearDon't you see that as soon as everyone else
after year, donating millions to the bottomstops selling, stops marketing, and stops
line of Girl Scouts of the USA.3. It's notwith the "Cookie Shop" setups -- these
about price. Girl Scout Cookies cost $3 acookies move up from a commodity to a
box. The smallest box, by weight, is 7 oz.valuable asset? It's the same thing in your
and the largest is 10 oz. Most retail cookiesbusiness: when the market is down, your
come packaged in a "small" size of around 12competition has pulled their ads, it's
oz. and cost about $2.49. Girl Scout Cookies"hunker-down" time, get back to basics, and
even give premium brands, such as Pepperidgecut, cut, cut! However, that's the worst time
Farm, a run for their money when it comes toto cut - you have everyone's attention!
high cost. Did I mention one of our neighborsThere's actually much less noise out there
bought 9 boxes at a clip?4. It's not aboutfor your message to compete against. Push
need. Face it, nobody NEEDS Girl Scoutnow, and you'll be heard!!!What does this all
Cookies. In fact, when the girls were outmean to you and your business? It's simple --
doing a "Cookie Shop" at a local hardwarenow is the time to get back in the saddle and
store (local merchants, malls, and groceryride your sales and marketing activities
stores allow Girl Scouts to set up a tableharder than ever. You've got the floor.
for sales on their premises to support theYou've got more relationships and more people
cause), the number one objection we heard wasrooting for you than you realize, and if you
"I already have some Girl Scout Cookies atcut through the old excuses about your
home - more than I need!" So, why did theyproduct, price, competition, the economy, and
buy? Because they had a relationship withall the rest of it, you'll see the sales
their salesperson that was more importantbreakthroughs that lie ahead. Why waste
than their need, desire, or use for theanother minute?Marketing and innovation
actual product. Hey, did you know that Girlexpert David Newman has written 8 books and
Scout Cookies make great gifts, freeze reallyhas been quoted in dozens of national media
well, and are only sold for a short time eachoutlets. David is also a sought-after speaker
year? Can you learn from this and apply theand seminar leader. Visit for more free
lesson to YOUR sales message?5. It's notarticles and resources.



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