What Do People Really Need?

In sales, especially advertising, we make our sales pitch,back and forth, to get a decision. We have to repeat ourbenefits everyday. Our job is to remind people about ouroffers, in a polite and effective manner. We practice andwe become masterful "repeaters." We remind people about thethings that we sell and we touch base to fill their needs.

We have to do this before someone else takes away ourcustomers and our business. We always KEEP our offers infront of our customers.

If people like what we say and do, they buy from us. Actually, we could be in the reminder business. Sure, weneed good reasons to re-visit people. We also need a varietyof new answers if they ask for a reason for the ongoingcontact.

Are Your Creative Selling Skills Tuned Up?

Creative selling creates new reasons to email or call back.There are always different approaches. You just have tocreate various ways of looking at things.

* Train yourself to ask this question: "What's happening in the customer's life?"

* Next, think about what you can possibly say or do, thatwill remind each customer that you have something in mindfor them. Then reflect on how you can make that "something"just as important to them, as it is to you. To you, that "something," is your paycheck. Perhaps a special bonus offer would please your customer.

Since decisions are made in seconds, creating a sense ofurgent need, and/or desire, is our main focus. Always, bepositive. Always lead!

Each time, go through your speech just one more time. Isthere a deal stopper? If so, find out what's stopping thisparticular deal from going through. Indecision is oftenthe reason for the delay. That's exactly when you remindthe customer about all the good things that can happen, ifyou both make "something" happen, together.

There's a story about Christopher Columbus that explainsthis creative-reminder, sales process. After being ridiculed by naysayers, who called him "nothing special" for his New World discovery, he asked them one question. He asked if they could balance a raw egg on its small end, without props.

They tried in frustration to balance the egg on its smallend, but each person failed. Columbus then picked up an eggand lightly cracked the end of it. It stood alone on it'ssmall end. He didn't use trickery or deception to balancethat egg. Things are always EASIER after someone shows youhow they did it. Columbus was selling himself and hiscreative ideas, with that single egg. He taught hiscontemporaries a valid lesson.

There's more than one way to do things, so be creative! Try using win-win reminders. Use your creative spirit and skills to create synergy and sales!

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