Resources

Sell, Sell, Sell

Take turns reading the following.

NARRATOR: Remember Kwame, the guy with the bananas on a stick? He found a business that seemed very successful. And he was known as a great salesman. So it was a perfect match, right?

He made up the banana treats and decided to get an early start. He went right out to a corner near his home and gave it his best. But no one stopped. The harder he tried, the worse it got. He even started shouting at people:

“Hey, this is a great treat! Tastes so good! Just what you want! Okay, I’ll give you two for the price of one! Hey. …”

But people wouldn’t even look at him. He was so discouraged he went home before lunch. What went wrong?

Kwame sat and thought. Was he a failure? Was it a bad product? What about the guy who gave him the idea—was he a liar? Then he remembered what that guy had said about his market research with customers—what they liked, the time of day, the locations, how they purchased with friends—what mattered to them! Kwame had wanted to sell so badly that he had forgotten what mattered most—solving a problem for customers!

So he started all over and here’s what he did:

—He waited until afternoon and evening when people wanted a treat.

—He chose a location where many people spent time together.

—He decided to play some happy music to draw attention and he even sang with it—which was definitely unique! At least people started to smile.

—And he passed out a few free samples to women who were surrounded by friends—and then asked them loudly how they liked it. That worked!

As sales picked up, he even decided to try a higher price—and no one complained! Then he tried quantity discounts, but that just cut his profit and didn’t increase sales, so he stopped. And he also learned the hard way how long the frozen treats would last in his cooler—customers did not like soggy bananas!

When he went home that night, he had all sorts of ideas about new posters for the “Singing Banana Man.” He could do parties! He could do festivals! He could … well, he got a little carried away. But do you see how he learned to add value for his customers?

Back to page 148

Marketing?

Choose roles and act out the following.

NAOMI: Hey, Maria. Just wanted to stop and say we really like being able to buy eggs from you. It’s so convenient!

MARIA: Thanks, Naomi! Making my customers happy is important to me.

NAOMI: How’s business?

MARIA: Good, I guess. I’ve been talking with my customers—and some other business owners. And I’ve learned a lot. In fact, I learned that I could sell milk with my eggs.

NAOMI: How’s that working?

MARIA: Well, okay. But I just can’t get enough people to come by. You want to start selling for me?

NAOMI: Not me! Our business is growing and we are really busy. I had a friend who helped us with some marketing ideas, and sales have almost doubled!

MARIA: Marketing?

NAOMI: Yeah. We started by thinking more about our customers and how to find more people like them. Then we tested some ideas and we found three that really work. We just keep trying and testing.

MARIA: I tried one way.

NAOMI: What’s that?

MARIA: A guy came in and got me to buy business cards.

NAOMI: Did it help?

MARIA: Not for me, but it sure worked for the guy who sold the cards!

NAOMI: Listen, I could help you work on some marketing ideas if you want … and I won’t sell you anything.

MARIA: Well, that sounds good!

Back to page 152

Please Buy Something!

Choose roles and act out the following.

NARRATOR: A customer walks up to Maria’s stall.

MARIA: [In her mind] Finally, a customer is here. Please buy something! Please.

SAMUEL: [In his mind] That woman sure is staring at me. Can’t I just shop without being watched so closely?

MARIA: [In her mind] Please buy those eggs! I need the money.

SAMUEL: [In his mind] This is getting too awkward. I’m leaving.

MARIA: [In her mind] What? No! I could have made good money on that.

[Out loud, she calls out] Can I help you?

SAMUEL: No, thanks.

NARRATOR: Another customer walks up to Maria.

LUCIA: [In her mind] This place may have what I need. I should look.

MARIA: [In her mind] Good, another customer. She looks like she has money. Please, please buy something.

[Out loud] Can I help you?

LUCIA: I’m just looking.

MARIA: You need some eggs? These eggs come from the very best chickens … and I also have fresh milk.

[In her mind] She can afford this. Maybe she’ll buy it all.

LUCIA: No. That’s … ah … not quite what I’m looking for.

MARIA: I have more milk.

LUCIA: No, thanks.

MARIA: You really should buy it. It’s fresh and clean and it’s the very best in …

LUCIA: It’s okay. Thank you; I’m leaving.

Back to page 154

Ask, Listen, Suggest

Choose roles and act out the following:

MARIA: Hi, I’m Maria. What’s your name?

SILVIA: I’m Silvia.

MARIA: Are you here for the sale? We are offering one free egg when you buy five!

SILVIA: Yes, thank you.

MARIA: How did you hear about the sale?

SILVIA: My friend told me about it. She said you were handing out free eggs and milk yesterday. And she said they were fresh!

MARIA: Great. I’m glad she liked them. Our products are always fresh and delicious. Well, how many eggs do you need?

SILVIA: I need … um … probably five.

MARIA: Good, let’s get them for you. … But I noticed you hesitated. Wondering about how many to get?

SILVIA: Well, yes. My brother’s family is moving in with us tomorrow. I don’t know how I’m going to feed everyone. But he doesn’t have any other options.

MARIA: I see. Well, you will be blessed for helping. What are you cooking?

SILVIA: I’m not sure. I was thinking of using our savings to buy a little meat to go with the eggs. I’ll really need to make it stretch.

MARIA: I understand. We don’t have enough for much meat, either, so I just use our eggs. I mix in some vegetables and add some milk. I have some milk here, and my friend across the street has fresh vegetables. You could feed more for less that way. Would you like a few extra eggs and some milk? It’s a little more … but it’s still less than meat!

SILVIA: Well, that’s a good idea. Thank you! Eleven mouths to feed! Yes, I’d like to get a few extra eggs and the milk.

MARIA: For eleven people, I’d suggest eight … and you’ll still get the free one!

SILVIA: Oh, maybe I’ll come back tomorrow.

MARIA: That would be okay. I’ll be right here for you. But, you won’t get that free egg. Can I put them in a bag for you now?

SILVIA: Okay, you’re right. It’s worth it. Thank you.

Back to page 154

Notes