Creative Selling
The thrust of creative selling is to use the creative imagination as a pre-requisite of selling. Using the imagination creatively to uncover new prospects and to present facts and figures about your products and services to intending customers in new and interesting ways as well as solving their problems. Any successful salesman or woman uses or will use creativity on virtually every call he or she makes. In creative selling, orders are developed where they never existed before. Instead of selling your products and services in a totally drenched and competitive market, you can literally uncover a whole new market for them. More often, the creative sale is always aimed at a need the customer has but he or she is unaware until you as the creative sales person points it out. Creative selling is actually responsible for many of the new products in the market today. It is the seed that can ultimately produce a new line of products and even new industries.
I remember when I was an advert salesperson for a magazine. I had a prospect in mind and had been trying to convince him to advertise with the magazine. He wanted a conspicuous page in the magazine like the inside front page cover, the center spread page and the back page cover. These spaces were the most expensive advert spaces. So, as we conversed, an idea came to me and I sold it to him immediately. I suggested to him to advertise on half page of the back cover, and not the full page which he complained was outrageously expensive. And so he bought the idea and agreed to pay half the price for the adverts, after I eventually called my office and informed them about what I had done to close the sale. Surprisingly, they accepted the idea to run the advert on the half page back cover, which at this time had never been done, and the magazine began to run with the idea, getting other clients to do the same. Almost every sales person at one time or the other must have engaged in creative selling. But the trick is to make it a habit and to be constantly alert for new ideas, new uses and new applications for products and services. The catch for creative selling is great. First of all, the creative sale is very often a big sale. Secondly, it often means repeat business and finally, it usually is a non competitive sale and that surely means it’s an unusually profitable sale.
Thus, the main ingredients for making a creative sale are curiousity,imagination and sound knowledge of customer operations.These are common attributes found in sales men and women. The sales person simply makes it a duty and practice to apply all of them on every call he or she makes.
I remember when I was an advert salesperson for a magazine. I had a prospect in mind and had been trying to convince him to advertise with the magazine. He wanted a conspicuous page in the magazine like the inside front page cover, the center spread page and the back page cover. These spaces were the most expensive advert spaces. So, as we conversed, an idea came to me and I sold it to him immediately. I suggested to him to advertise on half page of the back cover, and not the full page which he complained was outrageously expensive. And so he bought the idea and agreed to pay half the price for the adverts, after I eventually called my office and informed them about what I had done to close the sale. Surprisingly, they accepted the idea to run the advert on the half page back cover, which at this time had never been done, and the magazine began to run with the idea, getting other clients to do the same. Almost every sales person at one time or the other must have engaged in creative selling. But the trick is to make it a habit and to be constantly alert for new ideas, new uses and new applications for products and services. The catch for creative selling is great. First of all, the creative sale is very often a big sale. Secondly, it often means repeat business and finally, it usually is a non competitive sale and that surely means it’s an unusually profitable sale.
Thus, the main ingredients for making a creative sale are curiousity,imagination and sound knowledge of customer operations.These are common attributes found in sales men and women. The sales person simply makes it a duty and practice to apply all of them on every call he or she makes.
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