April 25, 2012
Who Wants a Smooth Sale? Part 2
Had a recent opportunity to visit and interview, Elinor Stutz, founder of Smooth Sale. Earlier this week, I posted the beginning of our conversation. You can read part one here:
KarmaCRM: What comes easily to you and that you are very good at doing?
Elinor Stutz: I am a natural at selling but not in the usual style. My gift is making friends with people, listening and finding ways to help them. In return, they ask permission to buy from me and then proceed to sell my services for me to everyone they know. It’s a true Smooth Sale that works exceptionally well online.
KarmaCRM: What do you do that fulfills your clients WIFFM (what’s in it for me)?
My clients enjoy the fact that I remove the fear of selling by teaching it is more about serving your intended clientele. They appreciate that I advocate no scripts or manipulative techniques; instead developing the relationship comes first. The advanced training techniques that seem complicated are simplified so that everyone may implement immediately. My clients leave training confident with the gained knowledge, and believing they too are able to sell to grow their business. A sale is made by speaking to the needs, wants and desires of the other party, and most of all trust.
KarmaCRM: What have you achieved based on what you know?
Elinor Stutz: The top three achievements for me are:
First, two best-selling published books on the market:
1. Nice Girls DO Get the Sale: Relationship Building That Gets Results, Sourcebooks – which was featured in the TIME Magazine Business Supplement, and translated into several languages.
2. HIRED! How to Use Sales Techniques to Sell Yourself On Interviews, Career Press – serves to further aid my community service work.
Second, I grew into becoming an inspirational/motivational speaker at conferences. My study with Les Brown transformed my delivery into receiving standing ovations.
Third, after the years of harassment in the corporate sales world, my validation and crowning glory was an honor recently granted by Open View Labs designating me in their list of “Top 25 Sales Influencers for 2012”!
KarmaCRM: What parts of your past work/volunteer experiences have been most enjoyable?
Elinor Stutz: The same applies to every aspect of my business – I love it when someone says my advice helped them succeed. The biggest surprise became learning that I greatly enjoy writing. For me it is very freeing to get thoughts into the written format, and again recognize others enjoy the end result.
KarmaCRM: What kinds of tasks do you complete in which time flies quickly?
Elinor Stutz: Efficiency is part of my DNA. This allows me to write a blog, extend it into an article, and create a video, and share all online in a very short period of time. Recently, I have been making cold calls for an event. I’m one of the rare few who loves doing this because I always make new friends in the process. The secret is when you enjoy what you do, the time flies!
KarmaCRM: What do your clients say to people they know when they describe or introduce you?
Elinor Stutz: My mantra is always to deliver exceptional value and that is precisely what my clients recognize. They additionally add it is fun working with me. Again, enjoyment in my work is paramount.
KarmaCRM: What in your past absolutely influences and makes you “the best” in what you do now?
It is said one needs to experience rough times to enjoy the better ones ahead. In the corporate world, even as a continual top producer, I had to be on my toes to watch my back, prove my worth and hold my value. By the time the surgeon predicted paralysis, I told him in very exacting words that I expected to be well. The medical staff called me a walking miracle. However, I saw it as once again holding my value.
The entire experience led me to recognizing what brings success:
You must hold 100% belief in your success, a long term vision for what your success will look like, create a plan of action for success and circle back to the belief you will be successful. The added component is interconnecting business development with community service working for the greater good. In this way success is exponential and everyone wins.