8 Top Tips for
Creative, Dynamic Selling

1. KNOW IF YOU’RE A SALESPERSON OR A CONSULTANT

High-achieving salespeople see themselves as consultants rather than salespeople. They see themselves as problem-solvers.

2. ASK QUESTIONS

How do you find out what people really need? You ask a lot of questions and listen more than you talk. As Mo Siegel, Founder of Celestial Seasonings, put it: "Listening to customers is a way to make a fortune."

3. KNOW THE DEFINITION OF SELLING

Selling is the ability to communicate value. Before you try to sell it to your customer, learn to sell it to you.

When communicating value, show your customer how he will benefit. The more your sales presentation focuses on how it will improve his life, the greater your chances for making the sale.

4. KNOW WHAT YOU’RE SELLING

Charles Revson, founder of Revlon, said: “We don't sell cosmetics, we sell hope.” Question: What do you really sell?

5. LOVE WHAT YOU’RE DOING

Enthusiasm is more contagious than than the flu! Bill Gates, when asked if he were a good salesman, replied: "I'm good at sharing my excitement about where this industry is going and what we can do for a company." Share your passion and vision and few can resist.

6. LOVE WHAT YOU'RE SELLING

Mary Kay, founder of Mary Kay Cosmetics says: “We only have 10 percent of the market. That means that 90 percent of the women are buying the wrong cosmetics!” Learn to develop an unwavering belief in the value of your product.

7. DEMONSTRATE WELL

Know how to demonstrate your product to customers. Again, the key is showing them how it will benefit their lives. Tupperware was originally sold in stores. But people looked at it and said, ‘Plastic is smelly, and the lids don't seem to close.’ Demonstrations were needed to show the value of the product.

8. GIVE VALUE IN ADVANCE

Demonstrate your value in advance of asking for the business -- like a "free taste" of that ice-cream, or offering professional advice before they're a client.

A BRILLIANT “HOW TO SELL” EXERCISE

Recall a sales situtation where the buyer was satisfied — either where you sold someone, or someone sold you. Now ask yourself: “What did I do to get them to buy?" or "What did they do to get me to buy?”

Joel 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: joel@shakethatbrain.com
Visit his website: www.shakethatbrain.com

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