Now that you have brushed up on your Listening Skills, let’s explore how to get your customers talking. Usually the easiest way to do this is to ask an open ended question.

Open ended questions simply refer to questions that can’t be answered with a single word such as yes or no. Open ended questions inspire long answers, rather than just one or two words. In a sales setting, an open-ended question, rather than close-ended questions, can be especially beneficial.

Let’s examine a common sales mistake, you are calling a customer and trying to find out what feature(s) of your product will work best for them. Quite a few out there unfortunately have the bad habit of going through each feature individually and then asking the customer, “Does that sound good to you?” In this instance, they are doing most of the talking (instead of listening to what the customer needs), have wasted time that the customer may not have (resulting in irritation or abruptness) AND have now given the customer the option of saying “NO” (an unforgivable offense).

So what does a smart sales person that knows how to listen and is a problem solver, do instead?

A good start would be to ask the customer an open ended question. “What are you looking for in this product?” This allows you to find out what matters most to them and tailor your presentation to highlight only the features that matter to them. If your product matches or exceeds their every desire or fixes a specific problem they mentioned, then the customer is going to have a much harder time finding a reason to say no and instead has been given every reason to say “Yes!”

Everyone in this current economy is busier than ever and by eliminating the items in your pitch that do not matter at all to the customer and showing that you care about their problems and would like to help them solve them, you will be more successful in your sales attempts and thus, more successful in your business.

Now, the question is, what are you going to go do with this knowledge?

This article was written by Tracie Gilbert, VP of Business Development at Cosmetic Promotions. For more information on Cosmetic Promotions, please check out their website www.cosproagency.com or contact Tracie direct at Tracie@cosmeticpromotions.com.

Cosmetic Promotions, a National marketing and promotion company, completed a 6 month customer response survey on in-store demonstrations. The survey was conducted during several events in various retailers between 4^th Quarter 2008 and 1^st quarter 2009.

Of the almost 3000 people surveyed,

• 60% had never tried any of the products demonstrated before
• 35% intended to purchase immediately based on the demonstration, another 56% intended to purchase later (less than 9% had no purchase intent)
• 96% would like more of the same event at that store

The age group breakdown was as follows:

• 25% – under 25
• 44% – 25-50
• 31% – over 50

The events are usually conducted by a professional makeup artist and features brands such as Cover Girl, Wet n Wild and Neutrogena in mass drug, food or merchandiser stores.  Markwins Company hired Cosmetic Promotions to do over 500 in-store events during this period on their Wet n Wild and Black Radiance brands and to introduce their new Beauty Benefits Brand. At a recent Beauty Benefits event, sales average 3 pieces per hour with a closure rate of 150%. The closure rate is figured by dividing the number of sales by the number of makeovers performed. 82% if the customers had never tried or heard of the brand prior to the event and the company is happy with the results.

At a recent Neutrogena Cosmetic event held in Meijer’s stores, sales were almost 6 pieces per hour with a 277% closure rate. Of the 67% who had never tried Neutrogena, more than 2/3rds made a purchase during the event.

To further encourage customers to stop and participate, these events usually include a drawing for a Beauty Basket. Customers can also opt in to be notified of future events by checking that box on the entry forms, so these events also provide a valuable mailing list for the customer. In addition, the makeup artists take time to train the store associates on the brands so sales continue even after the event is over.

For more information on how you can benefit from such an event, contact Kristin Bocox with the CosPro Agency at 877-326-7776 or kristin@cosmeticpromotions.com.

Listening may seem like the easiest part of the sales call, however, this is the part where most sales people go wrong. Customers do not have the time or the patience these days to listen to sales pitch monologues blindly listing ALL of the benefits of a product or service. Instead, they are seeking solutions to problems they may have. It is up to you to get a conversation flowing, LISTEN to what they need, THEN to tell them how your product or service fills that need.

It’s been proven that people think faster than they listen. While a customer is talking at an average rate of 125 words a minute, the average salesperson is thinking at a much faster rate. Often we are thinking about what we will say and can miss completely what the customer is actually telling us. A sale can be easily lost if you miss a key point. Listening rather than talking in a sales situation is easier said than done though. Some people are born listeners; unfortunately, most of us are not. However, with some practice and patience, you can improve your listening skills:

•  Listening does not mean that you avoid talking at all in the conversation. Rather, it means that you take the time to absorb and understand what your customer is saying before you respond. This is how you discover the problem(s) so that you can provide a solution.

•  Questions are a vital part of listening. Don’t interrupt unnecessarily, but always ask questions to clarify things that you don’t understand completely. Again, successful sales are based on determining what a customer needs and providing solutions to these needs. Always focus your questions on moving toward a greater understanding of your customer’s needs.

•  Never interrupt the customer, even if you feel you already know what they are going to say. Most people like to talk about themselves or their company, so give customers a chance to fully express themselves. You never know – they might surprise you and say something different than you thought. Also, they should be more likely to listen to what you have to say if let them have their say first.

•  Be ready to take notes when important information comes up. There is too much information on a case by case basis to try and remember it all. Don’t be afraid to refer to these notes as the conversation continues. Accuracy and attention to detail is always appreciated and will give your customer confidence in your fulfilling their order correctly.

•  Pay attention to facial expressions and body language. If on the phone, listen closely to the tone of voice. Many times people say one thing, but are thinking another. Becoming an expert on non-verbal cues can help you to determine where to probe and where to pull back.

•  Be sincere. Just like you can learn to tell what people are saying non-verbally when you really listen, so too can those same attributes come across in your voice or expression. Be sincere when you are listening to customers and trying to help them solve their problems.

•  Periodically, restate the major points communicated by the customer. Rephrasing or summarizing what has been discussed shows that you’re listening and it also helps to make sure that you are interpreting correctly what the customer is saying.

•  Know your responses to common objections beforehand. This will allow you to listen more effectively as you will not be trying to mentally compose your response while the customer is still talking and possibly miss something important.

•  Finally, FOCUS. Do not do email, IM, or internet surfing while on the phone. Do not mentally compile lists of things to do on the way home, other calls to make or think about how behind you are while in a meeting. Many of us have more to do with less people to do it, but while with a customer – give them your full attention and they will return the courtesy.

Today’s successful salesperson is ultimately an effective problem solver. Practice your listening skills and you will quickly realize that as you strive to help your customers, you will be helping yourself and your sales as well.

This article was written by Tracie Gilbert, VP of Business Development at Cosmetic Promotions. For more information on Cosmetic Promotions, please check out their website www.cosproagency.com or contact Tracie direct at Tracie@cosmeticpromotions.com.

The RITE AID Glam Camp program delivers fun and exciting product samples straight into teens hands at local community events throughout the nation. The program is co-ordinated and executed by Cosmetic Promotions, Inc – a Florida based company that handles programs for major drug chains and retailers nationwide. They provide makeup artists and models via their CosPro Agency as well.

WPST radio station in New Jersey hosted a “Prom and Sweet 16 Expo” on March 22nd and offered their listeners a chance to win a complete prom package for 5 couples including limousine, dresses, tuxedos, make-up and spa services. It was held at the Hilton Garden Inn inHamilton, NJ. and CosPro Agency models were on hand to distribute FREE Glam Camp Sampling bags courtesy of RITE AID to the first 500 attendees who arrived at the event.

The FREE Glam Camp Bag is filled with over $25 of great beauty products and coupons! TheGlam Camp bags are also a gift themselves as they are a pink and black small duffel bag with a hip logo that can be re-used for school, events, or hobbies.

For more information on the Glam Camp Program or other targeted sampling programs, please contact Joann Tyson (joann@cosmeticpromotions.com)  or Kristin Bocox (kristin@cosmeticpromotions.com)  or by calling 888-644-9916.

The RITE AID Glam Camp program delivers fun and exciting product samples straight into teens hands at local community events throughout the nation. Check out one of the wonderful events we attended below:

Rite Aid Glam Camp and CosPro Agency are proud to be involved in this year’s Mardi Gras Cheer & Dance Nationals event in the Hershey Park Arena, Hershey, PA. Teen girls from Pennsylvania, New York and Ohio come to compete in one of the largest cheerleading competitions in the East. We participated in this event last year, and the competitors loved the gift bags so much, Mardi Gras Spirit contacted us this year and said, “We want you back!” .

Mardi Gras Cheer and Dance events are fun, friendly, fair, and an unforgettable experience for the competitors. The Awards Ceremony is done “Party Gras” Style, complete with a parade and Mardi Gras beads for everyone. Cheer teams competed on Saturday, March 14th, and dance teams on Sunday, March 15th.

Rite Aid Glam Camp is an exciting promotion targeted towards 14-19 year old teenage girls. The first 1,000 girls will receive complimentary Glam Camp Bags filled with over $25 of beauty products and coupons, encouraging them to purchase all their cosmetic and personal items at Rite Aid. The Glam Camp bags are a gift themselves as they are a pink and black small duffle bag with a hip logo that girls can re-use for school, events, or hobbies.

The RITE AID Beauty The RITE Way Sampling program delivers fun and exciting product samples straight into consumers hands at local African American community events throughout the nation. Check out one of the wonderful events we attended below:

To commemorate the enormous impact that historically black fraternities and sororities have had on African American history, our present conditions, and our future, N2 Greek hosted a large scale fashion show and Party Stroll competition at the Carson Community center in Los Angeles, CA on February 22, 2009. We were onsite to hand out great sample bags as members from each of the nine organizations participated in a fashion show that displayed the current trends in the black community and Greek letter apparel worn by the sororities. The evening ended with a “Party Stroll” competition with members of each sorority coming together to display their pride in their organization through a combination of dance and traditional stepping.

With over 200 local chapters of the nine organizations in the Southern California region, the event reached thousands of college educated, professional individuals, who are members of one of the nine organizations and their families. The organizers of the event ran a great show. Overall, the crowd loved the gift bags and everyone was very grateful. We were even lucky enough to congratulate a $100 Rite Aid gift card winner!

Whether you have been selling for years or are just starting out, the current economy is a tough sell. When the economy is booming and there is extra cash flow, almost anyone can sell. However, now is a market where the customers are more selective with their budget, more careful with their large spends and more conservative overall. Now is the time to brush up on the fundamentals and hone your skills. Let’s go back to selling basics:

ASK. LISTEN. BE SINCERE. Seem too easy? Well, this is one of the most overlooked aspects of selling. Most ramp up their product knowledge, competitor knowledge, proposal offers, etc and get so excited about their product or service that they just jump into the sales pitch as soon as they reach a prospect. But you may be highlighting points that are irrelevant to the prospect while convincing them that you have no idea what their needs are. Ask the prospect what aspects of their business they have problems with and then find a way to help them see how your product or service can help with that need. Ask. Listen. Be sincere. In today’s market – you are not a sales person, you are a solution provider.

USE OPEN ENDED QUESTIONS. Remember this age old axiom? Well, it became that way because it works. Never ask a question that can be answered with a Yes or No. Customers often don’t like tense sales situations any more than you do and will attempt to escape them as quickly as possible. “Do you like your current supplier?” A customer could easily answer “Yes” and walk away. Instead, if you ask, “What do you like about your current supplier?” They now need to think about it and give you an answer.  The more the customer talks, the more information you’ll get to make the sale.

BE THE EXPERT. Know your product or service, know your prospect and know your competition. Customers need to feel secure that you know your product and their situation. Your product or service should address an important issue that you learned from your questions, such as reducing costs, improving revenues or avoiding a problem- something that will move their business forward. Your product or service offer should be tailored to address the buyer’s business problem. In addition to solving a compelling problem, you need to understand the kind of deal the buyer is used to or expects, such as cost, terms, discounts, incentives, etc. It is important to know the expected, to be an expert, even if you hope to create a different arrangement.

BE PREPARED TO WAIT. Follow up. In today’s market, customers are not willing to make a decision on the spur of the moment. They want to be sure they are spending their money in the right place. They want to know their options. They want to be sure that you will do what you say you will. Don’t become a pest, but follow up with them on a regular and timely basis and be prepared each time. Review your notes from prior conversations so that you are not repeating issues and wasting their time (or yours!). Summarize problems you solved together and find out if there is anything else holding them back. This will also show the customer that you are organized, responsible, conscientious of their problems and are willing to go the extra mile in order to gain their business.

Finally, you have to believe in your product. If you do not believe in your product, how do you expect your customer to believe in it? Just remember though, no matter how great you think it is, your product isn’t going to sell itself. You need to make contact, find out the customers problems and how you can provide them with solutions. Remember, you are not a sales person, you are a solution provider.

This article was written by Tracie Gilbert, VP of Business Development at Cosmetic Promotions. For more information on Cosmetic Promotions, please check out their website www.cosproagency.com or contact Tracie direct at Tracie@cosmeticpromotions.com.

Those of us with oily skin were feeling left out..It seems that most of the concealers of the world were designed for dry skin. So what’s a girl to do that has the misfortune of combination/oily skin AND dark circles? From our search we found CoverGirl Fresh Complexion Concealer.

This concealer lasts all day, so you won’t look like a raccoon when the work day is over. This formula is lightweight and transfer resistant; we liked the way it didn’t interfere with our eyeshadow and eyeliner. The best part is that since it won’t clog pores you can use it on blemishes as well.

Tip: This is a lightweight formula, it works by diffusing light instead of heavily covering the problem areas. If you want a more heavy duty effect, use underneath your foundation.

You start the day with a positive attitude, but by the end of the day, you find yourself frustrated and that little distractions have kept you from accomplishing your goals. Often we are own worst enemies, interrupting ourselves by jumping from one half-finished task to another as they come in. See below for a couple of tips to help organize your days:

• Create a productive atmosphere. Spend a lot of time at your desk? Improve your productivity by creating a work space that is inviting and inspires you. Art, plants and music as well as organizational tools such as file sorters, letter trays, etc. can all help to keep you alert, organized and focused.
• Be adaptive. The work place is changing and employees are being asked to do more and more. Take a hard look periodically at how you spend your time and purge tasks that are no longer necessary in order to stay on top of the things that are.
• Be decisive. Stop doing “the desktop shuffle” – try to take the next action that’s required each time you handle a piece of paper. Use your letter tray to help clear your desk. Don’t save paper that you’re not willing to spend time to file. If you avoid filing things because you’re afraid you’ll forget to follow up, write a reminder in your planner or computer. Then file or trash. You’ll save a lot of time looking for the document in your ‘piles’ later if you take a few seconds to file it now.
• You have a scheduler, use it. Schedule in time so that you can work on that important project. During that time, focus. Don’t answer email, don’t answer your phone. Then schedule 2-3 times throughout the day where you can answer emails as well as return calls. This should help you stay intent on your project minimizing time costing errors as well as maximizing the amount you get done. Not to mention the potential for good ideas that your full attention gives.
• Create a ‘To Do’ list at COB. Write down all the items that you want to achieve the next day. Then prioritize them. Don’t set yourself up for failure by putting too much on your list. This will also help to motivate you to get done those items that you repeatedly put off day after day or to recognize them as a task to purge.
• Beware burnout. Schedule in personal time and vacation. If you get burnt out or frazzled from working too much, you won’t be of much benefit to your company, your family or your customers. It is better for you to leave at 6 on Wed and to be productive on Thurs/Fri, rather than to stay late and get nothing done the next 2 days as you are too worn out to concentrate on anything, or worse, to do things wrong and have to spend even more time fixing them.

People cannot work 24/7 and still be effective and companies are beginning to realize this. If you find ways to work smarter and not harder, you will be able to figure out how to balance your work and personal life so that neither suffers and you remain a valuable employee in these challenging times.

“The only reason for time is so that everything doesn’t happen at once.” Albert Einstein