Video Mystery Shopping Tip: ‘As Seen on TV’ Moments
Melinda Brody & Company – Your one stop video shop!
The other night I had insomnia. If you’ve ever had insomnia you’ve most likely found yourself watching television at 3:00 am. And, since there aren’t a lot of first rate programs on at this hour you may have been exposed to the infamous ‘As Seen on TV’ infomercials. These are the clever commercials that sell you everything from Chia pets, Ginsu knives and the Magic Stud finder to the ‘OVE’ Glove, the Ab Rocket and the Time Life Romancing the 70’s cd collection. These items, which are usually priced anywhere from $9.99 to $99.99 (plus shipping & handling), are so unique and distinctive that you actually have to see it on TV to believe it exists!
While I was watching these hilarious ‘As Seen on TV’ programs, I started thinking about the similarities between these infomercials and the video mystery shopping world. You see, I have my own collection of ‘As Seen on TV’ classics, which usually center around some remark or comment made by a new homes sales associate that was so bizarre no one would believe it, unless of course they had actually seen it.
As a division president or sales manager you would be surprised by some of the words coming out of your sales people’s mouths. Let me share with you three of my personal favorite ‘As Seen on TV’ Video Mystery Shopping moments:
- The RONCO Kitchen Aide: “I don’t think you are going to like the kitchen in this model. I don’t like the kitchen in this one at all! It’s way too small!” – Really? Since when does YOUR personal opinion have any influence on what the BUYER’s needs and wants are? As my mother always said: if you can’t say something nice, don’t say anything at all. Let the buyer form their own opinions.
- The Magic Money Snatcher: “The deposit is $1,000. But, let me know if that’s an issue, because we can work with you on that if it is.” – Seriously? Now, how do you think your division President or CFO would react to that statement? And, why would you be negotiating BEFORE you even have to negotiate? Never assume to know the financial circumstances of your potential buyers.
- The Germinator: “I normally look a lot more professional than I do today. I have been sick (cough, cough) for the past week and am finally feeling better.” – OK Typhoid Mary, this is probably not the best approach for Winning Friends and Influencing People. Creating positive first impressions with your prospects is a must, it sets the stage for the entire transaction. You should look and act in your most professional manner every day. We are sales professionals after all. If you don’t feel well, stay home.
I think the most astounding fact about these statements is that the sales associates making them had no idea that what they were saying was inappropriate. This is where sales training, coaching and video mystery shopping can help. Can you really afford not to invest in your sales team? Provide them with the right tools, resources, and scripts needed to make the sale and best represent your company.
And, just for the record, I did end up buying the Time Life Romancing the 70s cd collection. What gal could resist the Bee Gees serenading her with Night Fever at 3:00 in the morning!
