Interview with Kirstin Carey: Improve Your Sales Through Listening + Asking The RIGHT Questions

The Rise To The Top: Entertaining, Energizing and Empowering Entrepreneurs

Kirstin Carey is a sales rock star to say the least. She is an incredible entrepreneur and also teaches those who could use some sales help how to…make more sales (shocking).

Kirstin and I caught up at the Ritz Carlton in Phoenix to talk a little bit about ways to improve sales. For those that are more of the reading type… here are some highlights and lessons from the interview to help your business:

1. Skills and marketing and selling are important. The more you harness your skills in those areas, the more you can spend time doing other things.

2. If you have the passion, you can improve your sales. ANYONE can improve their sales.

3. Ask the right questions BEFORE jumping into the sales pitch.

4. Speak less and listen more no matter WHAT you are selling.

5. Whoever speaks the most in a sales meeting wins. You want your CLIENT to win!

6. The more your client speaks, the more they will love you.

7. People will tell you how to sell them if you let them.

8. Key question to ask: “What is the most important thing to you for this project/process..etc.?”

9. Description words used by you and the client are key indicators of what they find important.

10. SHUT UP and listen (just like your mother told you).

11. Avoid selling to people that aren’t the right fit. Sell to the RIGHT people. Finding the right person and what they want.

12. You must (HONESTLY) convey that whatever you are selling is in THEIR best interest and not yours. Extremely important.

13. You are probably not your own customer (unless you are). You must understand where they are coming from…not you.

14. Cold Calling = Not worth your time. “Cold Calls” defined as NO lead or connection.

15. Simple: Whatever is working..continue doing. If it doesn’t work…don’t do it.

16. Sponsorships are all about engagement, sales and Return on Investment.

17. Only job as a sales person is to gather information from the person and see if what you have fits.

18. Is the person the right customer for you? Difficult customers may not be worth it!

19. Put energy into what you enjoy. Fit your business to your lifestyle and not the other way around.

20. Don’t forget the fun part of your life

You can learn more about Kirstin and pick up more great info in a few different places:

1. Her Website

2. Follow Her On Twitter

Also, Kirstin involved in a BIG COMPETITION on Food Network. Vote for her THIS THURSDAY

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialist – www.therisetothetop.com

PS: Head to our main page on The Rise To The Top to check out our NEW look to make sure you know where you can find the latest and greatest on the website.

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5 Reasons Why Dan Aykroyd Rocks The Entrepreneurial World (and has a shout out for TRTTT)

5 Reasons Dan Aykroyd Rocks The Entrepreneurial World (and has a shout out for TRTTT)

Rise Undergound: The Rise To The Top Entrepreneur Blog
Entrepreneur Resources. Entrepreneur Education. Everything Entrepreneurship.

Dan Aykroyd is best known of course as an incredibly talented actor with works ranging from Ghostbusters to Saturday Night Live and one look into his accomplishments leads to an endless list of awards, movies, and television greatness. Entrepreneur is not a word you would necessarily associate with the Canadian-born actor….until now.

Dan stopped into St. Louis a bit this week and his agenda was quite different than what you might expect. He was here letting the Gateway City in on two of his new ventures: Crystal Head Vodka and Dan Aykroyd Wines. Now, the knee jerk reaction may be that it is another celebrity endorsing a random project; however, in reality Dan Aykroyd is a very savvy entrepreneur who is passionate about his new business ventures and here are a couple of things you can takeaway from the former Conehead.

1. Be Selective: One look at Dan’s website lets you know that he is REALLY behind his wines and other spirits. He has fallen in love with the process and business as well as the spotting of a tremendous business opportunity.

2. Get Your Hands Dirty: The sweat equity and promotion. Dan Aykroyd is out there getting his hands dirty, meeting people, and marketing his business…and he is a ridiculously famous movie star. What is your excuse for not getting out there and promoting?

3. Importance Of Design: Great design can sell a product. A great product then keeps customers coming back. Bad design or bad product = you in trouble. Take a look at Crystal Head vodka…and that my friends is amazing design (and some not so great photography skills of yours truly) Design Note: Elizabeth Erickson of Creative Entourage will be on our next episode of The Rise To The Top later this month.

4. A Little Entrepreneurial Conquering: Dan and a brilliant partner spotted a need in Canada that was not being fulfilled in the spirit world (tequila, vodka, etc.) and decided to import to the great white north. They earned market share and then expanded into wine and other spirits. Is there a product/service you see in another market that you could bring to yours?

5. Tap Into Your Talents: While Dan is the face of the products, he has a dream team of people who are masters of the liquor business. Remember, go with your talents. If you are a rocking promoter, spend your time promoting. If you are great at presentations, present. If you aren’t great, find someone who is and it will be worth it in the long run (of course dabbling in all areas of your business is often necessary for the bootstrappin’ entrepreneur, but that does NOT mean you shouldn’t be focusing your time on your talents).

And that sums it up. Dan Aykroyd is a stand up guy and everything he does turns to gold. I’m looking forward to keeping a close eye on his newest ventures.

Live Passionately! – David Siteman Garland – The Creative Opportunities Specialist and Entrepreneurial Chameleon - http://www.therisetothetop.com

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