You want to know where my kiosk is, don’t you?
So I didn’t so much sell myself as let myself get sold. The reason this is not embarrassing is because I was perfectly aware of what happened and I learned a good lesson about sales (at least, that’s what I tell myself).
The Pre Lesson
I had been in a department store purchasing an electric blanket and the saleswoman there was trying so passive-aggressively hard to upsell me on opening a store credit card that I almost didn’t make the purchase. I was making it for my grandma, though, so I just kept politely but firmly refusing.
I guess the experience was so disturbing because the saleswoman came off as incredibly desperate and wasn’t listening to me at all. The sale was clearly all about her and had I decided to purchase anything else, I would have gone out of my way to get help elsewhere.
How it Should Be Done
I’m usually pretty good about avoiding all of the salespeople lining the center of the mall trying to get my attention. Yesterday, however, someone got through, and this is why:
She asked me a simple question.
Actually, the first thing she asked was if she could just ask me a quick question. What harm can that do? I thought.
The simple question showed she was paying attention to me.
“You like to keep your nails natural-looking, don’t you?”
Now, maybe this was part of her standard sales pitch but she had to be somewhat observant to notice my short, unpolished nails.
She made a personal connection.
After I responded in the affirmative, she asked me my name, shook my hand, and introduced herself. She apologized for any difficulty I might have in understanding her because of her accent—she was from Israel.
I thought her accent was charming and if it was a bit coincidental that the product she was selling was from the Dead Sea—in Israel, natch—I was still charmed because I love themes.
She showed me the benefits.
Next came the demonstration, which involved buffing my nail with three sides of a “magical” buffer (seriously–she actually asked me if I believed in magic. Of course I said yes. How said would I be if I didn’t? Some fairy somewhere would probably die and I do not want that on my conscience).
She explained each step and before showing me the results made me promise not to squeal with delight at the amazing presentation. Thank goodness she warned me because the results were pretty damn awesome. My nail was shining like glass and the cuticle oil she applied afterwards healed my dry cuticles instantly.
More magic: she told me that these results would last for an entire month—no matter how often I washed my hands. I managed not to roll my eyes but at this point I was becoming less enthusiastic.
“We’re having a promotion today. . .” Right. I’ve never heard that one before. Even the promotional price was too high for me, however, and I prepared to walk away (a bit reluctantly, I admit).
After apologetically explaining that my coffers were a tad empty and I just couldn’t spend that much right now, no matter how much I liked the product, she offered to “do something for me.”
Just because she liked me.
Cue skepticism. Well, gosh darn it if she didn’t offer me half price. And, really, that price was quite reasonable for the package. I bit.
She would only give me this very special price if I promised her three things:
- Don’t tell anyone what a great deal she gave me (this post doesn’t count because I’m not talking actual numbers. Right?).
- Spread the word and tell people where to find her (the Fashion Fair mall in Fresno, CA, in between Macy’s and JC Penny; her name is Shani and the kiosk says Seacret).
- Come back in one month and tell her what I think (I highly doubt she would remember me or even still be there but I may check it out just to see).
How it all came together.
While I knew exactly what she was doing, she did such a good job of it I couldn’t help but admire her effort. She started in easy, made a personal connection, stayed focused on me and made me an offer I couldn’t refuse—plus the product was pretty remarkable.
I figured I was paying for a lesson in great sales as much as a beauty regime, so I really got even more out of the deal.
And in case your wondering, my nail is still shiny and smooth after two showers and several hand-washings. Go see this chick.
I’m glad she wasn’t a liar.