SalesTrainer 4U
  536 Pantops Center Drive Suite 210 | Charlottesville, VA 22911
Home About Services Contact Blog

Never Give Up!

August 21st, 2011

A young retail manager was training a new employee on how to sell the reward program. When I went up to the cash register, I had my question ready:

“Why should I pay for a reward program when I should get it for free?”

The new employee tried to answer my question but basically gave up and started to ring up my purchase. The Manager said “wait a second – do you realize that with the money you save today, the reward program practically pays for itself?”

Skeptically, I asked “OK – can you explain that?”  The Manager used the math of selling to convince me to buy the program:

1. If you add up the savings, it comes to $8.00 today!
2. You get the card for a mere $2.00.
3. Imagine how many times you will come into the store – 1 -2 times a month?
4. You could save $25 a month or $300 a year!

Like most sales people, I love to be sold! Yes, I signed up for the program and the new employee got a lesson at my expense. What really impressed me was that the Manager never gave up. He made another run at me after I had said ‘no’ and I bought. He was polite, informative and never pushy. The combination of enthusiasm and persuasion helped change my mind.

As I left the store, I heard the Manager say to the new employee, “never give up – try to show the savings and ask again.” I smiled and thought: “that’s advice every business person should follow!”

Living the Dream – One Cupcake at a Time!

August 14th, 2011

The bakery shop was in a small shopping center, just up the street from my customer’s office. As most sales people know, bringing food to a meeting is a goodwill gesture. As I ordered a dozen cupcakes, a young Latino baker asked me for some tips on selling. I picked up a cupcake and asked her “can you put a logo on this cupcake?” ‘Si’ she replied.

Bakery Sales Plan:

“Pick a business in the area and put the company logo on the cupcakes:

• Drop off a box of the branded cupcakes – made especially for that company
• Tape the bakery business card to the box
• Ask to speak to a manager
• Suggest that they use you for meetings, birthday parties and other events.”

She was a little confused, so I took a cupcake and drew the logo from the business across the street – a popular soft drink distributor. Then, I pointed at the sign and said ‘logo.’ Her eyes lit up; she picked up her icing tool and made a beautiful replication of the logo. Then, she showed her husband, who spoke better English. He got very excited and I explained to him that taking samples to nearby businesses would probably lead to orders. There were several businesses nearby and I suggested that they visit all of their neighbors.

The young couple hugged and then said something that I wasn’t expecting:

• “We want to live the American dream.”

Well – I’m a softy and this almost choked me up. What I thought had been a simple errand turned out to be very inspiring to me. I had offered a little assistance to a small business, and in return, I had the American Dream reignited in my own heart. As I turned to leave, they were already at work – living the dream – one cupcake at a time!


Target10toWin! Audio Samples
I want to receive free sales tips and
success stories from Coach Charlie.
Join Charlie’s Team Now!

[ Click Here ]

Buy the Book Now!

Sales Training Book

Target10toWin!, by Charlie Van Hecke, focuses on the importance of sales, the psychology behind the sales process, and the actionable steps necessary to enable you to capturing sales lightening in a bottle.

Click Here to Download a Sample

Journal Entries from Pro Bono Sales Coach Charlie Van Hecke.
Charlie volunteers to help Business Owners, Job Seekers, Veterans and 2nd Chance Citizens cope with change using positive sales psychology and skill infusion.


What’s Going On
Charlottesville Interview

Video 1Video 2
Click a link above to listen to an interview
with Charlie Van Hecke.

Home | About | Services < Target10toWin! | Art of the Q | Negotiating Sales Agreements | Contact | Blog | Sitemap
Sales Training Seminars | Sales Training Webinars | Persuasive Sales Techniques

© 2014 SalesTrainer 4U

Site designed by Pink Penguin Solutions | Hickory Advertising Agency