Скачать или смотреть Multi Sensory Selling - Talk Marketing 104 - Melanie Farmer

It's a Tuesday and Melanie Farmer is here - what on earth is going on?

Not only is Melanie fascinated with the Marketing News she also has a wealth of sales and marketing experience and some interesting ways of getting things done.

In this episode of Talk Marketing Melanie shares her innovative techniques for using colours, sounds and scents to stimulate sales from her prospective customers.

This had never occurred to me and I am guessing it hasn't occurred to you either.

Enjoy :)

Martin Henley : [00:00:00] So if you are catching this on the day that it premieres, it will be a Tuesday, which means it's talk marketing, which means we have a guest for you. So today's guest has sales and marketing experience going all the way back to 1995 when she was selling Dale Carnegie training. Since then, she has held a number of business development and facilitation-type roles, including innovation, and commercialization manager at the Sussex Innovation Center for more than ten years and more than three years as manager of innovation at La Trobe University, as well as being Associate Director of Research, Engagement, development and Innovation at Western Sydney University. She is currently studying for a master's in biomimicry co-hosting the marketing news on this channel and concierge of co-creation at Crazy Might Work. What you may not know about her well, I certainly didn't know about her is that between the ages of ten and 12, she was a tightrope walker juggler clown and horse trainer in a circus. Today's guest is huge friend of the show, Melanie Farmer. So what should we call your specialist subject today? Shall we call it innovative ways to engage in sales meetings and presentations? Let's call it that.

Melanie Farmer: [00:01:18] Yes. Innovative sales techniques.

Martin Henley : [00:01:22] Innovative sales techniques. Okay. All right. So here's the question then. The question is, how are you? Melanie Farmer, qualified to talk to us about using innovative, innovative sales techniques to engage in weird and interesting ways in sales meetings and presentations? What is it you've been up to? And yeah, that's what I need to know, right?

Melanie Farmer: [00:01:50] So qualified. There's qualifications and experience. So. So I've got the, the, the double whammy with that. So I guess that I've got multiple certificates in, in sales management and so forth, all of that sales advantage certificates and all of those things. And I ran a, an accredited certificate course in Dubai for five years on this very thing, innovative sales management.

Martin Henley : [00:02:23] Um.

Melanie Farmer: [00:02:24] And with that course, this was one of the things that I introduced, which was looking at the different senses and understanding that we really massively overestimate the effect of, of hearing and vision. And we think that I don't know if we think it, but like we rely heavily on those two senses without understanding that the brain is is engaged with all of the senses. Taste, touch and smell are just neglected. And so really, since probably 2003, I started to think about the other senses in sales presentations. And if anyone has had the experience where you're in an office and you're trying to come up with something creative versus that you're in the cafe or down the pub coming up with something creative, it is weirdly a lot easier when you're not in the office, and the office is not really designed for creativity in general. Of course, there's a lot of shift happening in that in that sector in the last few years to get people back in the office and being creative. But in general, our good ideas happen when we are in a different setting and that different setting has different smells, and sound, lighting. So you can engineer that if you want your client, or prospective client, to feel relaxed, energized, and engaged, then you can actually engineer that by changing the lighting and sound in the room where you're pitching.

Melanie Farmer: [00:04:07] But in general, we just go into, say, a boardroom. Your audience is sat there, you're using PowerPoint, you've used way too much text and you're trying to talk and have them talk and read, listen to you and read at the same time. And now they don't really like you because you've angered them because they're sitting there trying to read and they're like, Will you stop talking? Or they're sitting there trying to listen to you and you keep presenting texts that they have they haven't had a chance to read. And the worst thing you can do is say, I'll give you a chance to read that. And then you don't. You just carry on talking. So, you know, that's just offensive and unproductive. Um, and there are just a lot of other ways you can do sales pitches. So yeah, so I've been using the other senses and really with great effect. Um, and I guess the thing is that it's very personalized.