My 8-year-old, Miles, is on a traveling baseball team and this Spring they are selling raffle tickets to raise money for their uniforms, tournament entry fees and other expenses. My husband, always in his “Sales VP” mode, decided this was a great opportunity to develop what he is sure is our son’s budding potential as a future sales superstar. Excited about his plan, I listened in as he coached Miles through each step in the sales process.
First, Miles had to identify his target market. Like any astute kid, Miles knew right away who was likely to most easily part with their money for him – his big collection of grandparents! After he had identified his prospects, Miles’ next step was to create his sales script. My husband helped him think through what he wanted to say about his purpose and the benefits of what he was selling. Next, Miles did a little role play with me and I had to laugh when he finished his pitch by saying “How many raffle tickets can I put you down for?” Miles took my laughter as him doing something wrong, so I reassured him that I really liked how he assumed the sale, rather than asking for it. Finally, Miles practiced his upsell by letting me know that I could increase my chances of willing by purchasing another ticket, which also drew a chuckle from me, but one which I quickly stifled so he wouldn’t think he was doing something wrong.