Recently, I took my 2 year old daughter to a sweet shop and bought one of her favourites - Jelly Babies! On our way back home, she kept asking me for Jelly Babies and like any concerned dad, I only gave her few at a time. She kept trying but I would not have any of it. Then for a while she was distracted by other things. After some time she pointed at the bag of Jelly Babies and said "Daddy can I have the Blue one please". I was very impressed by her knowledge of colours and gave her a Blue Jelly Baby. This went on with Green, Red, Yellow and so on and in no time the bag of sweets was almost empty. The Blinding Flash of the Obvious ! First she tried to sell the idea of "giving her the sweets". It didn't work. But when she changed her approach and sold me the idea of "I am learning colours". I not only gave her most of the jelly babies but also delighted to give them to her! Lesson: She appealed to my real interest. Not the obvious one. Don't just look for the standard features and benefits in your selling process. That is what everybody does. Dig Deeper. Lets say you are in the business of selling "Refill Toner Cartridges" . The obvious benefits are saving money (cheaper than new toner cartridges) and helping the environment (recycling). But if you dig deeper you may find the real benefit could be that you are in the business of making "Hero's" of Purchasing or Facility Managers (by helping them save money & stay Eco friendly). Turn your selling process in to a Remarkable one by appealing to the real interests of your prospects. Selling will become effortless! ================================================================= |
