Dynamics of Creative Selling

Whether you sell a product, provide a service or are a politician – your success depends on how well you understand and implement the dynamics of Creative Selling. There are basically three types of selling . . . charismatic, classical and creative.

In charismatic selling, you become part of the value along with the product or service. A person buys because he/she likes you. The exact same product or service may be had from many sources but because the individual connects with you, they will purchase from you. You become an important part of the sale as you add worth and assurance.

Classical selling is selling benefits, value, uniqueness, product or service as a problem solver. The buyer sees the product or service as filling a need, and buys that resolve. They will hardly remember the salesperson. The byers objective is in fulfilling their need no matter who the sales person is. .

Creative selling is simply the art of allowing the prospect to sell himself/herself. You just act as a guide in the process. Pointing out those things that the prospect finds most stimulating. You help the prospect build a mental picture so he/she can see himself/herself using, and enjoying its benefits. Help the prospect to focus on the product so he/she may experience the feeling of ownership. Give the prospect an awareness of the relationship between your product and the “good life” that he/she longs for. Turn the product into a living, breathing, vital thing.

Creative selling is more than a few words. It’s a continuous process of letting the prospect know that his/her welfare is very important to you. No matter what you sell, you must be less concerned with the product than you are with the prospect. Forget about how much you are going to make on the sale, that’s a result of you doing your job right. The only thing of importance is the prospect -- and the filling of his/her desires.

You can learn the dynamics of the sale by following a few simple rules that guides you toward the goal of creative salesmanship – and do wonders for your pocket book.

First. know the product – the better you know the product the better you can relay its benefits and engage the prospect in it.

Second. Know your market – where can you find new markets for your product? Are there any new uses for it? Are you selling to the right demographics?

Third. Know your prospects – are you filling the prospects needs? Are you addressing his/her concerns?

Know what you are going to say – before you talk to the prospect, prepare your presentation and know just how you’re going to present it. Know the answers for every stall or objection the prospect will bring up. Great athletes practice and practice and practice, until they master the game. You must commit yourself to being a master of salesmanship.

Know you’re going to close the sale – feel in your mind that the prospect needs what you are offering and that he/she will buy it. See yourself fulfilling the customers needs. Embrace the customer and his/her desires as your own. Be thankful and happy you are part of their buying experience.