In this episode, Kathy Burrows, president and owner of Sold Out Seating, joins David to discuss strategies and tactics to shift from selling tickets to selling experiences. Selling an experience doesn’t mean selling the pomp and circumstance and atmosphere around the game, but delivering a game day experience that fits each customer. To implement that shift, Kathy and David dive into new benchmarks, how to develop and mentor sales staff and how to personalize an event experience for different segments.
Show Notes
2:40 From Nursing to Founding Sold Out Seating
6:19 Applying Care Plans to Sales Strategies
7:46 Throwing Out the ‘100 Calls a Day’ Metric
12:52 Coaching Leaders to Coach Sales Staff
16:33 Holding Effective 1-on-1 Meetings
19:40 Shifting Mindsets from Service Staff to Sales Staff
24:28 Handling Customer Complaints
25:18 Offering Different Experiences for Different Customer Segments
30:02 Combating Staff Limitations
34:20 Embracing Tech to Drive Business and Customer Experience
41:00 Building a Part-Time Sales Team
46:46 Kathy’s Favorite Sales Tactics
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Want more from Kathy? Check out her blog or books:
Potato Chip Ticket Sales
Potato Chip Leadership Skills
Connect with Kathy on LinkedIn and Twitter
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Connect with Host, David Millay:
Connect w/ David Millay on LINKEDIN: https://www.linkedin.com/in/davidmillay/
Follow David on INSTAGRAM: https://www.instagram.com/david.millay/
Follow David Millay on TWITTER: https://twitter.com/DavidMillay
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