Monday, June 10, 2013

Compliments that Pay


Black patent pumps: fashion accessory, weapon, and engagement tool.

My shoes get noticed. Mostly because I’m double-tall, measuring at the average U.S. male height of 5’8”. However, put on my heels, and I catapult to six-foot, give or take an inch. That said my shoes tend to receive attention. And commented on. Regularly. Oh, and yes, they do tend to be quite fabulous.

On this particular day, I was in the hallway of the Gaylord National Resort (D.C.) setting up a table of Gitomer books, rocking my pair of professional, plain-Jane, black patent, square-toed pumps.

“Nice shoes.” The hotel employee commented as he walked past.
“Thank You.” I responded with a wide grin.

NOTE: Compliment a woman on something she is wearing and she is going to smile. Duh!

We chatted for a few minutes about his girlfriend, who is obsessed with shoes, and how, because of that, he had begun to notice other women’s shoes. It was a nice, surface-level, conversation.

Minutes later, another man approached and began speaking about how he was a big fan of Jeffrey and how he reads his weekly email magazine from top to bottom. I love meeting people who tout how loyally they read Sales Caffeine; it’s a measuring stick to see if they read the best part, my article!

We chatted for a few minutes about Gitomer and sales. However, nothing was mentioned about my shoes. Bummer! As the conversation was closing, I handed him my business card.

“Wait, you’re the Sales Barista?” He asked as he read my title.
I smiled. He really is a loyal reader. “Yes.”
“Oh I love your writing. One of my favorites, besides Jeffrey of course.” He replied.
I beamed. I am putty in your hands, sir.

NOTE: Compliment a woman on something she has accomplished and she will not only smile, but also light up.  AHA!

I reflected on the two interactions: two men, two conversations, two smiles, but two completely different compliments. The first was a surface-level observation compliment. The second was a knowledge-based engagement compliment. Big difference. Big. HUGE!

While the second compliment was off-the-cuff, unbeknownst to him, it was actually a well-prepared compliment. He knew me and knew my work, making him equipped to pay me a more engaging compliment.

Do you know how to connect deeper with your customers through the compliments you are paying?

How to give professional compliments that pay:

1. Compliment their Product (service). Study it, research it, Google it, use it. Get to know their product or service from the inside out and then give them a bona fide, I know what I’m talking about, compliment. Dive below the surface-level and learn more about how their products work, help, and produce for their customers.

2. Compliment their Process. The way they are conducting their business, their process for helping their customers, their process for recognizing employees, find something they are “doing” well and compliment them on it. The processes by which your customers operate make or break them. Be sure they know you are aware of how they are accomplishing greatness.

3. Compliment their Profit. Every company wants to be recognized for being successful and making money, your customers included. Blood, sweat, tears and caffeine go into making a company stay in the green. To commend a customer their profits will differentiate you from your competition and elevate your relationship to the next level.

I will always prefer to be recognized for my intelligence and accomplishments to my appearance. Compliment my shoes and you'll make me smile. Compliment my mind and you'll engage me in a conversation and possibly a sale. Compliments have profit power. How are your compliments paying you?

I’m your Double-Tall, Non-Fat, No-Whip Sales Barista. How may I help you help yourself?

Stephanie Melish, one of the few, hand-selected, Gitomer-Certified Speakers is the ONLY Double-Tall, Non-Fat, No-Whip Sales Barista in the world! Stephanie trains, sells, and speaks to companies and associations all over the country. To book Stephanie for your next event, please visit www.GitomerCertified.com or contact the Michelle at Buy Gitomer via email at michelle@gitomer.com or by calling 704-333-1112.


31 comments:

  1. Brutal read. Try providing value in your writing.

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    Replies
    1. Brutal comment. Try stronger coffee to chase away the early morning condescension.

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    2. You might try adding value in your criticisms. At this point, you are nothing more than a bully putting her down. If you truly feel there were spots to add more information/value I am sure she would welcome your input.

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    3. Wow. That was really mean and totally unneccessary. Do you treat everyone this way? I sincerely hope note.

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    4. Anonymous,

      You're a jerk. Stephanie rocks, is sweet, kind and she gives you free, quality business advice(and spot on advice on how to talk to ladies).

      Seriously you complain about this? I know I've said things I've regretted and hopefully you do also.

      Stephanie, your article, as always, is spot on.

      Thank you.

      Delete
    5. Thank you for all of the positive comments! I feel like a quarterback who's protected by their offensive line.

      Delete
  2. Good reminder about engaging deeper with customers.

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  3. That was a killer compliment to the sales industry, adding another notch in getting more close to the customers.

    Good and quite clearly intelligent.

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  4. Really enjoyed this article. Complimenting accomplishments is definitely the way to go.

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  5. "AnonymousJune 11, 2013 at 6:57 AM
    Brutal read. Try providing value in your writing.
    Are you sure you know how to read? The message was there, let he who hath ears hear it. Don't cast your perals before swine.

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  6. One of the main reasons I enjoy your articles is that they contain practical information that you can apply immediately. Sometimes, as Salespeople, we forget that it is the little things we do that separates us from our competition.

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  7. Well done Stephanie! This line is poetry - "Blood, sweat, tears and caffeine go into making a company stay in the green."

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    1. Matt C - Thank you for the kind words.

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  8. Never understood why people don't compliment more. It's easy and free and usually starts a conversation. It's an invaluable tool for a salesperson.
    Great article Sales Barista!

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    Replies
    1. Free to invest and they pay great dividends!

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  9. Awesome article. Gained a whole new insight.

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    1. Jimmy - glad I was able to get you thinking today!

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  10. I don't often take the time to click through to the complete article, but it caught my attention. Good thoughts, great reminders. Thanks!

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    Replies
    1. Dana/Tim - Thank you. I hope this means you'll click through more often.

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  11. If you couldn't find value in this article, then you obviously have reading comprehension issues. Good luck with that!

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  12. Great article, as always. Nice to see the support pour in after the first comment (who I see is posting anonymous so they can vent their insecurities on others without recognizing it in themselves). I have only one critique... you look much better as a brunette! =0)
    LOL

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    1. Scott - Don't worry, I'm still a brunette. Just some highlights in my hair and the lighting on this photo!

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  13. Excellent advice and so true!

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  14. Excellent article! :D I'm going to start complimenting people more often. It seems to always make people feel good. ^_^

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    Replies
    1. Izzy - Love your handle! Keep up the complimenting work.

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