YOU HAVE TO YELL “TRICK OR TREAT”!
I don’t know about you, but if a kid shows up at my house and just stands there, they don’t get any candy. Every kid who comes to my house has to say “Trick or Treat” before they get their chance at the goodies!
AcSELLerate Sales Tip: If you don’t ask, you don’t get. Sales people who are timid or slow about closing, don’t walk away with the goodies!
A GOOD COSTUME GETS EXTRA CANDY.
Who do you reward with extra candy? The kid who worked hard on his costume, donned a wig and even put on make-up or the kid who showed up wearing a black trash bag carrying an empty pillow case?
AcSELLerate Sales Tip: Sales people who go to the extra effort of preparing for the sales call (researching the company and/or the industry, setting an agenda and preparing some relevant questions) are always rewarded over their competitors who decide to “wing it”. Don’t show up for your sales call with an empty pillow case!
DON’T GO TO DARK HOUSES WITHOUT DECORATIONS.
Ok, this one is easy. Every kid knows that the houses with the lights off and no decorations are Halloween Scrooges. No candy there, move on. Chances are 100% better at the cool houses with jack-o-lanterns, lights, and freaky music. Things get even better if the owner answers the door in a costume!
AcSELLerate Sales Tip: Why is it so easy for kids to quickly identify their “Ideal Client” and yet so hard for sales professionals to figure it out? How often do we find ourselves knocking on the door of someone who will never be qualified to be our client? If you haven’t spent the time or the money to identify your “Target Market”, no wonder you aren’t getting very much candy! Quit knocking on the wrong doors and move on! Call on some prospects who will show up in their costume (their “I need what you sell” costume) and start enjoying the sweet life.
YOU HAVE TO RUN FAST TO GET THE GOOD CANDY!
Every kid past the toddler stage has figured this one out. Word spreads quickly about the houses with the good candy. You’ve got to get there early if you want the best stuff.
AcSELLerate Sales Tip: If you snooze you lose. Selling requires that you are well-connected in your industry and can quickly identify an excellent prospect. There is more competition than ever before, and those who aren’t up for a serious pursuit of the prospect should just stay home.
IF YOU CAN GROW A BEARD, YOU SHOULDN’T TRICK OR TREAT.
We’ve all seen this guy—eighteen, obnoxious and completely out of touch with the realities of his situation. He may try to fake you out with a cute cowboy costume, but we all know he isn’t the real deal.
AcSELLerate Sales Tip: If you haven’t updated your sales approach or tactics in the last 10 years, you may be dating yourself. Worse, you are probably losing business. The time-worn techniques of bonding by asking personal questions and presenting features and benefits are out of touch with today’s businesses. Businesses today value high-level problem solving and The New ABCS of Selling: Authentic Business Conversations ™.
This article is spot-on sales nutrition for the front-line sales person! Eat some of this to support your ability to have a bountiful holiday! Cheers! -Paul-
Great article! Very creative & absolutely right on the money! I never really thought about Halloween in terms of selling lessons, but they are all there. I’ll approach this Saturday a lot differently now. Thanks!
Nicely done! You have a knack for making your points memorable and applicable. Now, off to make some sales, because they are healthier than candy.
Fantastic blog Amy (though now you’ve got me thinking and you may ahve made it harder on trick or treaters at my house this year.) Seriously though, clever and absolutely spot on – I particularly liked the “a good costume gets extra candy” analogy. Now, where did I put my rhinestones?
So here I am reading your Trick or Treating blog and the doorbell rings. These little kids are all dressed up and yell enthusiastically “Trick or Treat”! I was so impressed (and perhaps a bit influenced by your notes, that I gave them half my stash. Further, they were so excited and appreciative that we had their favorite candy, I gave them even more.
Now if I can retain their enthusiasm and your wisdom, I too will get treated! Thanks for your insights Amy!