The days of the “spray and pray” method of selling are over. Nobody wants to be sold to, and bland, generic pitches are a dime a dozen. So how can you set yourself apart and improve your closing rates? Today, your host Donald Kelly asks Kay Miller, author of “Uncopyable Sales Secrets,” exactly that. Listen in to find out how you can identify, and sell to, YOUR Moose. Don’t forget to scroll down for an exclusive offer just for TSE Podcast listeners! Miller’s Background Miller broke through the glass ceiling in a male-dominated field, becoming successful in a short time Got hired by Walker Exhaust, the largest automotive muffler manufacturer in the country, and became the top salesperson in the U.S., earning her the nickname “Muffler Mama” What is a Moose? How do I Identify Mine? Your “moose” is your perfect customer. For a moose-hunter, the moose is their target. Any time spent hunting other animals is time they can’t spend moose hunting. Study your “moose”. Learn your ideal customer’s aspirations and needs so you can best understand how to help them. Search for success. Who are your best clients? Who is a pleasure to work with? Try to find yourself more customers like that – people who align with your vision and want your help. How Do You Set Yourself Apart? Find unique ways to reach out to customers – snail mail? A video recording? Homing pigeons? Just kidding on that last one, but you do have to be special to be noticed. Personalize your outreach methods so the customer knows you are reaching out to them specifically while staying true to your brand. Once you’ve got their attention, don’t talk too much. Listen to the customer, ask questions, and figure out how you can help them. “Take off your selling hat and imagine what your customer is going through. How would you feel if you got that pitch?” - Kay Miller Resources

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