Are You A Creative Salesperson?

Are you a creative salesperson? Have you ever asked yourself this question? As an entrepreneur, you need to have a lot of tools in your toolbox, and keep updating them. That's just the way it is.

As an online business owner, and Internet Marketer, you constantly need to come up with new ideas and solutions to build momentum for your business, and keep going.

At any point in time, there are three groups in the online marketing community:

• 
  
  Those starting a new online business




• 
  
  Those dropping out of an online business they started a few months ago




• 
  
  Top three percenters

Your goal is to make it to the top three percent, if you are not already there, and be there for the rest of your online business life. In order for you to do this, you need to use your own intuition and creativity, apply your new ideas, and test them. If they work, keep doing them, and if not, replace them with new ideas.

Creativity is the the single one characteristic of all top selling salespeople, and it all depends on your self-concept. You are creative to the degree you believe you are. You will come up with creative solutions to the degree you believe you are creative.

Your creativity is stimulated by focused quality questions, pressing problems, and highly desired goals. The more intensely you desire to accomplish something, the more creative you are. The more specific the question, the more creative you are in answering it.

Creative selling begins with your thorough product knowledge. The better you know your product or service, the better you master the details, and the more creative you are in selling it.

In order to make it to the top three percent, you need to have some strategies in place, and improve them over time.

The rate at which you sell your products or services depends directly on how you present them to your prospective customers. Even if you have the best product or service in the world, you cannot sell them if you do not present them right. By presenting your product, you let your prospects know what you have to offer, and what they can expect to have in exchange for parting with their money. In order for you to be able to do a successful presentation, you need to do a basic analysis.

Your basic analysis begins with three questions:

• What are the 5-10 most attractive features of your product? Or why should somebody buy your product? Or what is it about your product that makes it worthwhile that somebody should buy it?




• What needs of your prospective customer do these features satisfy? What benefits does it offer? What is in it for the customer to purchase your product? (Your customers buy based on benefits not features.)




• Why should they buy from your company?

Also you need to sell strategically. In strategic selling, you begin by identifying your best possible customer market, and concentrating on it single-mindedly.

The mistake that most salespeople make is that they attach the same value to every prospect. One prospect may a hundred times worth the value of another prospect. Try to answer the following questions:

• Who is exactly your customer? Who buys your product or service right now?




• Who might be buying it in the future?




• Who bought it in the past?

Based on these quesions, you can find your best market, and concentrate on it, rather than trying to sell to anybody that comes your way. You need to identify who is the best candidate to buy from you, and then concentrate on them. Thank you for reading.

Selling | Desire For Gain | Fear Of Loss

There are primarily two fundamental factors controlling your prospect's buying decision: desire for gain and fear of loss.

When people want to make a buying decision, they need to decide that they will be better off as a result of buying or using your product or service, than being worse off. And it is up to you to help them make that decision through your presentation.

Selling, desire for gain, and fear of loss are three concepts that are interrelated, and the nature of the relationship between them in every specific case determines whether you are going to make the sale or not.

Desire for gain simply represents the things that we expect to gain as a result of making the buying decision. We all want to be admired, liked, respected, successful, and healthy. We all want prestige, recognition, social status, power, influence, and popularity. We all want comfort security, companionship, knowledge, security, and self-actualization. We all want to feel that we are growing toward our full potential. The more of these we can obtain as a result of buying some product or service, the more likely we will be to make the buying decision.

Fear of loss simply represents the things that we expect to gain as few as as possible as a result of buying some product or service. You can think of those simply as the opposite of the examples given above. For example when we buy something, we want everyone admiring us for what we bought, and we never want anybody telling us that we made a bad decision. We never want to part with our money to gain something that will give us none or only a few of the things that we like.

The relationship between the fear of loss and desire for gain in the case of every specific transaction, and every specific person determines whether or not the person is going to make the buying decision.

When you do a sales presentation, if the person says that, "Let me talk it over to someone." or, "I'm not sure.", what they are saying is that, "You have not aroused my desire to own or enjoy the benefits of your product to the point that you have overcome my fear of loss, or making a mistake." or "You have not given me enough value reasons to cause me to make the buying decision. My fear of loss is still greater than my desire for gain, and it is up to you to put more on that scale to add more to my desire for gain, and to take away from my fear of loss."

So if you want to make the sale, you should always talk to your prospect in terms of what they want, not in terms of your product. You should analyze the person, and understand what is important to them, and then point out to the characteristics of your product that interest them in particular. Or if you have a good knowledge of your product, you could remind them that it could also be used to fulfill such and such needs that are by the way important to you.

A digital camera is usually used for taking pictures by most people. If you, as a salesperson, were talking to an ordinary consumer, and you want to convince them that they should buy the camera, you could talk about for example, the picture quality, or the number of pictures they could take before they had to recharge the battery, etc. But if you were selling the very same camera to an entrepreneur, those reasons might be interesting to them, but not enough. You could then include the fact that they could use the camera as a video camera as well, shoot videos, upload them to the Internet, and ultimately make money. In any case, the camera does not change, but you need to change your presentation so you can make the sales. In short, you need to discover the reasons that are interesting and important to them, and then structure your presentation around those specific reasons. Moreover you have to make sure that your presentation manages to remind them that desire for gain is dominant over fear of loss so they can easily make the buy decision. Thank you for your attention.