SalesHQ

How does your imagination help you with your job?

What is the most creative and original technique that you have used or seen used by another salesperson?

Probably my own most creative technique I used was back in 1982 when I was selling the new, IBM personal computer.

A complete, effective system in those days cost $3,000-$5,000, which was a HECK of a lot of money at that time. It was close to $12,000-$15,000 in today's dollars, a LOT of money to spend on a product of questionable use at the time. It was a lot like selling automobiles and your customers first questions are, "What would I use a car for?" and "How  do I drive?".

I closed probably half of my sales by saying, "Just think, in twenty years or so, when EVERYONE has one of these, you can brag that you were one of the first people to have one. (If I'd only bought and kept a few shares of Microsoft stock then).

Believe it or not, I also closed a few sales by actually saying, "You know, if you really loved your children, you'd buy them one of these".

The technique of letting the customer close themselves..guiding the customer to the close...i'm in advertising so I'd like to think I'm creative with ideas and my clients see that happening in their future and we do business...even just common sense sometimes...go figure!

Finding ways to get in and see the "Hard To See Decision Maker" pays off in many ways. First they screen out most of your competition for you, I call Em the three strikes an yer out group.  The hard to see decision maker's run in packs with guess who? Thats right they run with other hard to see people.  Here's the story - I was trying to get in and sell to a cardiologist in Chicago.  I tried to see him in his office, in the cath lab, in the hall accedentially on purpose, nada zip nuthin!

I was told at his office he never see's reps. I asked how he got what he needed? I had hit the wall.  Time to will it to happen with creativity.

I acknowledged that this doc would not see me or make an appointment so I asked if I could leave my card and I wrote the number one after my name and the date.  I did this every week for two months increasing the number after my name always with the current date.

Finally after about two months the doctor came out to see me and asked what the numbers ment and I confirmed they were the number of times I had continued to try to see him.  I got in and when you do you better be ready.  I got his business and he turned out to be one of my best ever customers, bought a lot and did not see other reps, also introduced me to other hard to get to see doc's.

You never know until you try, until you try it long enough..GET PAST THREE STRIKES AN YER OUTTA HERE!

yours,

Medsells in Minnesota

Win5300 has a good point. One of the best ways to be creative is to get the prospect to be creative.

Any time you can get the other person to think it's their idea to do whatever you want them to do is creative perfection!

It takes a great amount of creativity and originality to be effectively persuasive.

Medsell, I'm impressed with your persistence.  Great Job.  I think everyone is right on the ball here.  The one different thing I did:  I was mailing out brand new brochures for my company.  I did up this special letter and at the top (and inset a pic with a doorknocker) "Opportunity Knocks".  I placed a bandaide in the upper right hand corner and in the letter I asked the customer if  "their present supplier was leaving  an open wound in their pocket book".  Then went on to say how we were unque and how we do things differently.  Every one that I sent this "test" letter to responded, and everyone of them took me on as their sole supplier.  Therefore, I sent out more. lol

Hit them where it hurts the most MONEY

Sundown,  I hate to tell ya, but I was watching a show yesterday and the look of the 60's and 80's are back this spring.  Geez, I could not stand all those puffy tops and too tall pants.  Oh, and their bringing back the shinny wear. Lucky us.

Yeh! Sales HQ Fuel!

Price:  FREE

Yeah Win, funny girl.

The higher you go in the decision maker chain of command, the higher the standards of image. If you want to consistently sell to CEO's of large companies, you better be driving a Mercedes (or better) and be wearing a Rolex (a REAL one -- they will know).

I agree  dress for success.

The more I think about it, the more I realize what's really involved in using creativity in selling.

Another trait that's absolutely necessary is curiosity. If you have a genuine interest in the customer, who they are, what they do, what is their family and professional situation, what are their interests, as well as what keeps them awake at night, you can't help but be truly creative when dealing with them.

All these posts are very inspiring and motivating, which is good, because unfortunately, I'm one of those who needs motivating from others. I'm trying to be more self-motivating, does anyone have anything to suggest?

 Lynn.  set goals both personal and professional . Then  decide  what yuou are willing to give of yourself to reach these goals.

  Write these goals and what you are willing to do . Hang them in your bathroom,in your car and at your desk Whenever you need to motivate yourself  ,you can.The problem with others motivating you it wears off. Motivating yourself  it only wears down a little.

    Start today , start right now, the time is NOW

At first it is very difficult to imagine setting your goals and then  deciding to reach those goals and how you will  reach them really works with motivation.

  Set your first goals with moderation . I did forget to mention an additional item. Set two goals one that is moderate , reachable the second set of goals a lot higher. After you start goal setting you eventually will do away with the moderate goals.