Recently, I took the family to the State Fair. One of the great things about the fair, besides the fried Twinkies and other 1,200 calorie per bite culinary treats, are the guys that hawk their wares. If you’ve never experienced this, it’s like one big trade show for infomercial stuff.
These guys and gals have their pitches and demos sharpened to the fine razor edge of a Ginsu Knife. It’s the basics of selling and they are a joy to watch.
Every feature has an advantage, every advantage has a benefit. Every benefit is why you can live without it. They are excited about their product. That excitement is contagious. In your whole life, you have never seen so many people truly jacked up over a non-stick pan. You too get worked up in the momentum they build.
You get not one, not two but THREE. All for the low, low price of about 20 bucks.
That’s it, 20 dollars.
What do you think the commission is on $20?
What’s the commission rate on your product or service? Does it cost more than twenty dollars?
That’s the weird part. These guys and girls are more hyped, disciplined, enthusiastic and knowledgeable on a crummy twenty dollar mop than many sales professionals are about a product or service that costs hundreds of thousands of dollars.
Seriously, how many times have you been to a trade show and the sales reps look like death? They’re bored, tired, and probably hung over. How many times has that been you?
Do you have the discipline to attack your job like someone selling a kitchen gadget? At the end of long day of cold calling, does your 60th call sound like your first?
There is something to be said to return to a simpler way to sell, as Rescue Me pointed out in part one. Feature, advantage, benefit. Excitement. Momentum. Passion for your product and your profession.
The basics — Something to be reminded by from the guy selling the best way to steam vegetables, ever.
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