“Girl Scout Cookies!”…
“Girl Scout Cookies!”…
“GIRL SCOUT COOOOOOKIES!”…

Those were the words being yelled from the park area of the Greenbelt as I was taking a walk during my lunch break.

I had no intention of buying as I walked past the table of screaming Girl Scouts who were selling their sweet treats. But that all changed in an instant.

A young Girl Scout started walking next to me. “Excuse me, mamm,” she said politely. “How would you like to get an extra-special greeting from your family when you get home tonight?” Of course I knew what she was getting at, but her original approach stopped me in my tracks. I replied, “I’d love to get an extra-special greeting tonight.” 

Kayla  introduced herself and asked if she could show me the different ways I could earn that special welcome. She walked me back to the table and pointed to the Peanut Butter Sandwich, Shortbread, and “everybody’s favorite, Thin Mints.”

I said, “I’ll take the Thin Mints.” “Great!” she replied. “What other type would you like?”  “Okay, I’ll take the peanut butter, too, but that’s all. How much are they?”  “Seven dollars for both.”

To see if they offered a volume discount, I asked, “How about six dollars?”

“Sorry,” she replied. “Seven dollars is our best price.”

I gave her the money and went finished my walk. I then realized how impressed I was with her sales technique.

Here are the sales principles that Kayla has aready mastered:

1. Go where the customers are.
Make sure you are located in an area which is well populated and your customers can readily purchase your product. Don't go to a place where people only have tennis shoes & car keys if you are trying to make a sale. Make sure you are in a location where potentional customers have their money with them.

* Look for potential clients where there is a high  chance of finding qualified potential customers.

2. Shoot with a rifle, not a shotgun.
Nearly all of the other Girl Scouts were yelling “Girl Scout Cookies!” to the the crowd of individuals and familys who were out enjoying the beautiful day. They were unable to connect with any one specific person. Kayla targeted me individually by speaking directly to me and was able to land the sale. 

*Target an individual and tailor your message to them specifically. Sending a sales letter to the “Office Manager” usually gets you few results.

3. Get their attention by describing the benefits.
While her peers were asking, “Do you want to buy some Girl Scout Cookies?” Kayla got my attention by having me envision a hero’s welcome from my family.

* Your customers/clients are always thinking, “What’s in it for me?” Make sure you emphasize the benefit they will receive and you will increase your chance of closing the sale.

4. Always Sell UP.
I had no intention of buying more than one box until she had me think about purchasing two boxes of cookies. By simply mentioning another selection, she was able to double the amount of the sale. 

*  Once a customer commits to buying, always try to earn add-on sales.

5. Don’t negotiate price after the sale is made.
I had already agreed to buy two boxes and $10 was in my hand. So why would Kayla, or any other sales person,  reduce her profits after the sale had already been made?

* Of course, Girl Scouts of America doesn’t offer volume discounts, but salespeople everywhere make this mistake every day. Stay firm on your price especially after the customer commits.

Girl Scout today, top Sales Manager tomorrow. When I arrived home later that evening, true to Kayla's word, my family was happier to see the Girl Scout Cookies than they were to see me.

To this day, I am amazed how much I learned from a 12 year old Girl Scout. Hopefully, you learned something too.