It's Halloween, so I felt somewhat inspired to relate some colorful wisdom to match this infamous and unusual day. I have never been a big Halloween celebrator, but I do use the occasion to locate and eat a couple of mini Baby Ruth bars! I must confess that I do enjoy seeing all of the small children in cute costumes as they come to my door. There are not as many young-beggars expected as in previous years, a definite sign of the times.
Trick or treat; which do you offer your prospects and customers? Are your efforts instigated by a genuine desire to offer real value with your products and services? Are you looking to match your features, advantages and benefits (FAB's) to specific customer needs?
There are many salespeople who actually go out everyday with the goal of selling their goods, regardless of the need. They simply have a quota needing to be met. That is neither flattering for our industry nor the salesperson. Are your one of these or are you an aspiring professional?
Relating to Halloween and filtered by its images, we can examine salespeople in a unique way: Simply put: Are you selling pumpkins, skeletons or candy?
1. Pumpkins: These are fresh ideas, promoting relevant and needed products and services that present great value to our customers.
2. Skeletons: These are old, brittle, well-worn selling cliche's, often common to the "used car salesman" stereotype.
3. Candy: This is the sweet-talk approach, simply telling your customer what she wants to hear, regardless of her best interests.
Professional salespeople take a long-term perspective. Sell pumpkins and see the ongoing benefits to both you and your customer. This is where everyone benefits and your efforts are both appreciated and often recommended to others.
Selling skeletons and candy may periodically earn you a short term reward, but will likely produce little long-term satisfaction for anyone.
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