Are You Selling Ideas?

Are You Selling Ideas?

Never more than now do I realize it is a time for selling ideas. Prospects are smarter, well read, and in the know. You can no longer walk into a prospects business and say let me sell you an advertising schedule. You have to walk in prepared. Prepared to fulfill a need and give the prospects ideas he hasn’t heard before and will not hear from the next media sales rep coming in behind you. The days of order taking are gone and if you plan to stay in the game you had better learn the new, old rules. In this day of business we have got to be quicker, smarter, tougher, stronger and more creative.

Take that extra few minutes and research your prospects industry. Look for ways that "may" have worked in the past. Be bold with your suggestions, and do not be afraid to try new ideas. Brain storm with your prospect and get his ideas. Lets face it, no one else will know his business better than he does. Get him involved with his commercial ideas by revving up his own creative juices. This will give him ownership to what you are doing. I am a believer in allowing the client face time in the commercial. This also gives him ownership and branding. I cannot STRESS enough how absolutely vital it is that you Listen, Listen, Listen to what your prospect is telling you. If you are listening then he is no longer a prospect but a client!

Martha Prince

August 23, 2009

Are You a Sales Warrior

Are You a Sales Warrior?

Sales people, we are warriors. We march into battle on the front line every day armed with our laptops, cell phones and brief cases and enough confidence to move mountains. Our fatigues are our pressed suits, white shirts and ties and women in our skirts and high heels. We walk with a prideful straight back, our head high with a focused, purposeful look in our eyes. We walk proudly with sales written across our foreheads. We have heart, true grit stamina and ATTITUDE! We fight every day on the front line for our companies, our products and our freedom! We live for the thrill of the chase! We face adversity; we face it with and smile and go to the next sales call because we believe in our recon warrior heart the next big sale is just up ahead. You can spot us a mile away. We know when we make a cold call we are probably the seventeenth sales person that prospect has seen that day but we believe in our warrior heart that we are the one that can give this prospect what he needs to make his life better, make his business grow. All we have to do is "make him know that." We are creative warriors. We know we must never be run of the mill. We must be always learning, growing, and honing our skills, keeping our talents up to date. Our talents, oh yes, they are most important: honesty, truth, knowledge, knowing who we are and being that person at all times, knowing when you are in the presence of a prospect/client, that prospect/client is the most important person in the world to you, listening, giving, understanding, research that clients business so you can be an ad-visor, consultant, become the person the client comes to in your field. I didn't say being a warrior was easy. If it was easy then anybody could do. It is tough! Only those with Heart can be a Sales Warrior!