I’m spending the entire month of June in Florida with my family.
We were in the Universal Studios’ City Walk, as we decided to go to Bubba Gump Shrimp Restaurant.
I’ve never been to that restaurant, and since I’m a seafood lover, that’s a great place to visit.
The food was excellent, the service was really outstanding, at great prices too.
Dan, our waiter would stop by literally every 5 minutes or so, just to check up on us.
But here’s an interesting observation.
This guy was so smooth like no other waiter I’ve ever seen.
He started off with the usual, here’s our special of the day, and here are the drinks I recommend …
… and he pointed to 2 specific drinks, telling us they’re the best and the most popular, asking us which one would we like to start off with?
Notice, he didn’t say the usual – would you like to start off with any drinks?
Instead, he asked, which drink would you like to start with?
He did the same with the appetizers, recommending the Cajun shrimp and the Shrimper’s Net Catch, again, asking us, which one would we like to have before the main entrée?
Now at first, I didn’t even notice what he’s doing, but then it hit me, and he was doing it so subtly, that even I didn’t catch it. Of course, nobody ever does.
This is what professional selling is all about. He was truly excited and enthusiastic about the food there.
Instead of asking what everybody else asks, he was asking specific questions.
Like which of these drinks would you like?
And, which one of these appetizers would you like?
These are very clear questions. Our brains are very lazy, and unless given specific instructions and asked for clear specific things, most of the time not much will happen.
As we were finishing up our meal, Dan stopped by, and didn’t ask us the usual – would you like some desert.
Instead, he said – brace yourself for the desert, nodding his head, eyebrows raised and smiling with the look that says, surprise coming up.
Now you have to agree, that Dan is one great salesman.
But he does it so naturally and subtly that you wouldn’t even notice what he’s doing. He’s not pushy, aggressive, or obnoxious.
He asks questions, leading you the close.
When your customer is reading your sales letter or ad, or listening or watching your presentation, are they feeling the same way?
Most people have a negative experience, and feelings towards sales and sales people. The hate their junk mail, they’re frustrated with the emails that they get with someone trying to sell something.
But when you listen to their needs, ask them specific questions, and lead them, not push them, but lead them to the best possible solution, they end up feeling good about the whole experience and you end up making a sale.
Strive to be like Dan when dealing with your customers and/or putting together your marketing.
Do that, and your customers will feel they have no other choice but to do business with you, because of how you made them feel.
By the way, Dan got a nice tip too, because you just have to leave a great tip when the service is outstanding.
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