“Selling” is a must. Whether you are a business person, working in insurance, selling copy machines or computers. What’s that? Oh, you’re not in those fields? Well this applies to you too!
If you are in college and its Thursday, you might be headed downtown. You aren’t trying to sell yourself tonight? 🙂
After college you have to get a job right!? You are branding and selling yourself in this process. You are trying to get (x) company to hire you. (They really are buying you, click here, to find your inner entrepreneur!)
“The Art of Selling Products, Services, YOURSELF!” will come in 2 Parts. Today; Part 1: Approach, tomorrow; Part 2: Follow Up.
If you had to sell this pen, what would be your pitch?Let’s also say, for the sake of the example, that this is the best pen on the market. It has the highest quality ink which never smears, chrome trim; for those of you whom are flashy, and man does it write smooth. It even has a lifetime warranty. It costs….$10.
You are the salesperson. What is your pitch? Where do you begin? Let’s go through the typical thought process. (We are assuming yourself and the person you are talking have already met; we are going to hop right into the pitch)
Well John, this pen I have is the best pen on the market. It was recently ranked #1 by “Pen Rank Nation” for the 5th year in a row! Now get this, it comes in blue, black, red, green, purple, pink and rainbow. Options are endless. Do you see this pen, the black body with the chrome trim? The body is available in black or white. And for your fancy, our trims come in chrome, gold or platinum. Writes smoother than that “Bic” pen you have, and man-oh-man it’s so comfy, your hand will never cramp! I’ll even through in a free name engraving so everyone knows who owns such an extravagant pen.
Maybe you’re thinking, “yeah, that’s how I would sell a million pens in a year, I’ll be number one in my company.”
Now my example might be a little extreme, it is just a pen!!! But as a young, inexperienced sales person, it is easy to get carried away. It is easy to get excited about your product, service (or yourself in front of a cute girl scenario), excited about a thought of a production or commission check, excited to sell your first pen to get a pat on the back from the boss-man. Don’t projectile vomit your product onto a potential customer.
How about this approach?
Seller: Hey John, if you were looking for the ultimate pen, what would you be looking for?
John: What really gets me going in the office is a smooth writing, black inked pen, I don’t need any fancy colors.
Seller: Do you usually keep your pen on you?
John: Yeah, I usually use the pen’s clip, and slid it into my suit coat pocket after writing. You never know, I might have to sign a document in the next meeting.
Seller: Yeah, I get pretty busy too and its nice to not have to scramble for a pen. Now, since you’re an attorney, does it matter to you, what your pen looks like?
John: Yeah, I don’t want my clients seeing me with some old beat up pen that had formerly been another’s chew toy.
Seller: John, I have the pen just for you, here (hands John the pen), try it out.
This was a very basic example. But the point is to connect, ask questions, listen to what they are looking for, then give them what they want.
Checkout “The Art of Selling Products, Services, Yourself! Part 2” tomorrow on how to follow-up and why it is so important!