Don’t Forget The Kids
I was watching the news the other day and I saw a story about the Little League World Series, which took place a few weeks ago. I was fascinated by how big the event has become and how many people have taken an interest in it. Every game is televised on national TV and families take their family vacation to a small town in Virginia just to attend this event. Then it dawned on me, have we forgotten about the importance of kids in the selling process?
That thought led me to thinking about the field of sales and how kids could be a vital part of a salesperson’s success. We have discussed in the past about the concept of the third wheel and how to involve them in a sale. Why should kids be any different? Now granted the kids, especially in a large purchase, may not have much of say in buying or not but their parents will take note of how they are treated during the selling process.
All parents believe that their kids are special and feel a sense of pride in them. The professional salesperson is going to take the necessary steps to involve the kids in the sale. I am not talking about giving the kids pieces of candy at the end of the sale that is not involving them in the process. I am thinking more of involving them just as if you would involve any other customer. Let us say that you are selling DVD players and you have the customer use the remote control to see if they like it and to get a feel for it. After the parents have tried it, give the remote to the kids and let them try it out as well. Remember though, you must interact with the kids while they are trying out the remote control just as you would talk to their parents. Ask them what they think and if they have any questions. Remember kids grow up to be adults and you never know where a repeat sale may come from. That kid you involved in a sale today may buy from you tomorrow.
We live in a society where kids are the focal point of many families and it would be foolish for salespeople to ignore their impact in the selling process. Involve the kids in more of your sales and you may notice more parents saying, “I’ll take it!”
FINAO - Brad Huisken - President, IAS Training
