The Closer: A Cookie-Selling Champ Shares Sales Secrets

By Brittani Howell
Herald-Times, Bloomington, Ind.

WWR Article Summary (tl;dr) The Girl Scouts national organization says the annual cookie sale is “a powerful entrepreneurship incubator” for girls and young women to develop business skills.

Herald-Times, Bloomington, Ind.

Courtlyn Bales-Hall has a plan when Girl Scout cookie time rolls around.

She consults a spreadsheet of last year’s customers. Then, with her parents’ help, the 13-year-old visits as many as she can.

She stops by their houses three times before she switches tactics and gives them a phone call. Courtlyn prefers visiting them in person; she knows a more personal touch sells cookies.

“If you sell someone something, you have to make a connection with them,” she said Tuesday. “I really feel that is the basis of selling anything. You should talk to them and really get to know them, because if you get to know them, they’re going to enjoy their product more.”

She enjoys catching up with her customers, remembering where they live, what kind of cookies they like and even the names of their pets.

Her strategy works. When it comes to the Girl Scout cookie, Courtlyn is a top marketer; one year, she sold 3,000 boxes.

The Girl Scouts of America started in 1912, and now has 2.6 million members. Every year, they sell cookies to raise money for their activities and projects, from community service to camping trips to travel abroad.

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