A problem with many direct sales people is that they are still selling their company’s commodity. The commodity is the clothing, insurance policy, copies, digital storage, planrooms, service, capital equipment and so on. The commodity is what we think the customer wants and needs. We need to make sure we don’t get caught up in this trap. We need to sell the product. What is the product? It’s the item or set of items the customer sees in their unconscious mind as a value. Delivering the product creates a good experience with the customer. All sales are emotional, not logical. Logic is the means that the customer uses to say, “this makes sense”.
Forget the Golden Rule “Do unto others as you would have them do unto you.” By forgetting the Golden Rule, we “do unto others as they uniquely want it done unto them. Give them what, when, where, and how they want it.” Every customer is different. “Serve them the way they want to be served. The tangible benefits of emotions will be realized.” Sandbox Wisdom –Tom Asacker
If we strive to reframe our thinking this will help us explore ways that we can provide our customer with a product, not a commodity. Ask questions, never assume!
Thursday, January 14, 2010
Wednesday, June 17, 2009
Pizzazz
What a great word. Last week I spoke about going the extra degree, and now I am talking about pizzazz? Where is the correlation? What is pizzazz? Webster’s defines pizzazz as: The quality of BEING exciting or attractive, a little something extra, zing, zest.
Turning up your intensity one degree (212⁰ F) will give you the proven results to get in front of your customer and provide the exemplary service you need to be that differentiating factor from your competitor. Everyone needs to understand that in any conversation, be it a sales call, follow-up, or solving an issue, is proportional to the level of pizzazz you portray to create an environment that your customer experiences. A bummer attitude will kill any type of results you are trying to achieve, no matter what you are selling or trying to convey.
When you are excited, show zest, and add that little something extra, you will portray yourself with sincerity and magnetize the trust your customer has in you. You now have increased your differentiating factor even more. Now that you are there, POW! Your confidence is up, emotions are down, and intelligence is high. You now are poised to make a difference. Pizzazz is an attitude. Choose it, BE it!
What a great word. Last week I spoke about going the extra degree, and now I am talking about pizzazz? Where is the correlation? What is pizzazz? Webster’s defines pizzazz as: The quality of BEING exciting or attractive, a little something extra, zing, zest.
Turning up your intensity one degree (212⁰ F) will give you the proven results to get in front of your customer and provide the exemplary service you need to be that differentiating factor from your competitor. Everyone needs to understand that in any conversation, be it a sales call, follow-up, or solving an issue, is proportional to the level of pizzazz you portray to create an environment that your customer experiences. A bummer attitude will kill any type of results you are trying to achieve, no matter what you are selling or trying to convey.
When you are excited, show zest, and add that little something extra, you will portray yourself with sincerity and magnetize the trust your customer has in you. You now have increased your differentiating factor even more. Now that you are there, POW! Your confidence is up, emotions are down, and intelligence is high. You now are poised to make a difference. Pizzazz is an attitude. Choose it, BE it!
Tuesday, June 9, 2009
Can't vs. Can
It was Henry Ford who once said..
“There are people that say they can, and people that say they can’t...They are both right".
In looking at what we are facing in the business environment today, there is no doubt that we have challenges. It is not the challenge itself that we are distraught over; it is how we are going to approach it. Are we going to shrink back, or are we going to clear our heads and move forward? We need to remove the clutter from our minds so our emotions can descend and our intelligence can expand. Choose CAN. It will open new sources of imagination, ideas, and you will love the way it makes you and others around you feel.
Be Success…it starts with you!
“There are people that say they can, and people that say they can’t...They are both right".
In looking at what we are facing in the business environment today, there is no doubt that we have challenges. It is not the challenge itself that we are distraught over; it is how we are going to approach it. Are we going to shrink back, or are we going to clear our heads and move forward? We need to remove the clutter from our minds so our emotions can descend and our intelligence can expand. Choose CAN. It will open new sources of imagination, ideas, and you will love the way it makes you and others around you feel.
Be Success…it starts with you!
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