The following is adapted from the book, The Worst Salesman in the World, a compendium of bad sales behavior that all too many of us have practiced or experienced ourselves. Study well what this article has to offer and learn to do the opposite. Meanwhile, let each Then Again box help to point you in the right direction. The wisdom they contain will lead you to happier buyers and increased sales.
|Be a Whiz at Sales Presentations|
Make each sales presentation spontaneous and exciting by winging it making it up as you go along. Flying by the seat of your pants youll soon discover just how exciting sales can be. Youll present a spontaneous, off-the-cuff image. And your courage and daring will be sure to impress. Dont sweat the details and dont sweat the prep. Say whatever comes to mind and hope its something good.
afraid to wing it and you should be learn to be a Boy
to Appreciate in Advance
Once again, better to wing it, responding to objections with spontaneous quips like: Gee, you're right.
Anticipate objections and create well rehearsed responses designed to stop them in their tracks.
If youre afraid to wing it, fully prepare with a canned presentation. Write out a script and memorize it word for word. And be sure to rehearse every gesture and pause.
Think of yourself as a flight attendant giving pre-flight instructions: Know when and how you will move your hands, head and eyes, and never stop to entertain question. Youll deliver a polished, poised, professional performance, causing many in your audience to actually wonder: Is this person live or is he on tape?
The best way to show your product is superior is to demonstrate, giving them proof that what you say is true.
Suppose you want to prove how the flashlight youre selling is indestructible. Simply take your flashlight and throw it to the floor. When it shatters into a million pieces, youll get a good laugh. Then say: Well its not really indestructible. What is these days?
Next, take your competitors product and do the same thing. When it doesnt explode tell them: See how honest I am? Ive just shown you the absolute truth!
Eager as you may be to wow em with an impressive demonstration, to avoid embarrassment (like having to apologize for an exploding flashlight) do what the pros do: Practice at home.
This bit of advice comes from a croupier in Las Vegas. After a college age player at the craps table accidentally threw the dice off the table twice in a row the croupier whispered in his ear: Why dont you practice in your bathtub at home?
I took his advice to heart and have never been sent to my bathroom again.
In 1991 a Canadian inventor named Gallant met in New York with the game and puzzle buyer for F.A.O. Schwarz. Without saying a word he took a replica of a well-known Canadian building and tossed it in the air. It fell to the floor, but remained in one piece. Then he picked it up and started taking the interlocking pieces apart, demonstrating that it was really a puzzle. To which the buyer said, Wow, where did you get that? (No sweeter words were ever heard!) Immediately, the buyer placed an order for 72 puzzles and they have been stocked by most of the company's stores ever since.
Six years later, Gallants company, along with Hasbro, turned out more than 10 million three dimensional puzzles. And it all started out with Gallants ability to demonstrate with panache.
Saltzman is a speaker, facilitator, and consultant who teaches people in business
to Shake That Brain! ® - for winning solutions AND lots of fun. Look for
his latest book, Shake That Brain!, to be published by Wiley 2/06. Joel
can be reached in San Diego at (619) 543-9432 e-mail: email@example.com