Creativity is problem solving. That's the essence of successful selling.
The foremost function of the mind is problem solving; we solve problems with our imagination and imagination is a function of our creative ability. A creative salesperson is a problem-solver.
The basics of the selling process:
• Determine desire
• Present the product to satisfy desire
• Help the prospect find the right reasons for a favourable decision
Selling is nothing more than an exercise in problem solving. By constantly keeping your imagination and creativity at work, you will develop the best attitude for problem solving. You will build an unending source of ideas. You will become an idea producer and this will be your source of "value add" that will differentiate you from your competitor.
Differentiate Between Activity and Accomplishment
Activity relates to being busy but accomplishment equates to getting meaningful things done. It takes energy to fail. The successful salesperson channels their energy into creative, productive channels leading to pre-defined goals.
Accomplishment is measured by the amount of creativity involved.
And Finally: Value Added Asks:
"What service or benefit can I add to what I give my customer, other than my product?"
Not just service in the sense of speedy delivery, prompt follow-up and personal attention, which are normal adjuncts of any real sale...but a real plus idea, something extra of value to him beyond the immediate transaction...that goes beyond the nine dots of your job...
Value Add, through idea giving, is the ingredient that earns you the right to ask for the order, and to expect it!
Today's News: Quote from Jill Konrath's latest newsletter:
"When my issue of Selling Power arrived last summer, I was pretty excited to see an article on "top sales speakers delivering tough messages." When I opened to the article, I was stunned.
Seven experts - no women! Go figure. Not that I don't love the guys. I do! They're great. But give me a break!
Bald white guys do not hold a franchise on sales expertise!
(ED: OK, see how many you can name? Answer tomorrow and we ARE amused!)
There's a whole slew of top women sales experts out there too. And they're coming to the Sales SheBang in Minneapolis on Sept. 23-24th.
It's a great opportunity to learn from the very best women in this business - Leslie Buterin, Kim Duke, Kendra Lee, Anne Miller, Colleen Stanley, Colleen Francis, Brooke Green & more.
These Sales SheBang speakers have excelled as sales professionals, breaking records in their field. Now they're out teaching sales teams across the country."
Check out the Sales SheBang Speakers now.
Good blog posts? You will find this very interesting: "The viral spiral... people buy based on info from other people" and this from Christian Maurer: "Can sales 3.5 capture the "self directed buyer?"
Tomorrow: It's Kevin Dwyer on The JF Guest Author Spot - one of the foremost leadership experts in the world.
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