Sales cliches!

“You have to make it their idea.” HELLO?! Do you really want to give someone a product that they don’t want? How about just giving them what they want instead of trying to manipulate them into believe it is?

“Don’t sell the steak, sell the sizzle.” Don’t mention the fat, either.

“Honesty is the best policy.” Shouldn’t we say that honesty is the only policy?

For years and years, the standard operating procedure was to provide gimmicks and pitches to compel a consumer to make a purchase. But today, with information so readily available, we have a more educated purchaser. People really want the details.  If you’re stuck in a mindset that you’re going to “cliche your way” to a successful sale, you might want to reconsider.

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Have you ever noticed that people tend to hear the same way they speak?  Seems obvious right? Maybe even logical?

I’ve had the good fortune to spend time around a good many successful individuals. And, by gosh, I’ve noticed something! The people who have the most success helping others are able to communicate in a fashion that makes things easy to understand. For years, I thought that the secret was to “put the jelly on the bottom shelf.” I was wrong. The real secret is to listen to others talk and even observe their behavior while talking, then communicate in a fashion that they can relate to.  You may be surprised at how much more successful your business communication will become.

If you’re in sales, this is paramount. Why? Because as a successful sales person you should have two clear objectives. You must not only hear exactly what your potential consumer wants, but also how they they are going to be able to receive the information you have to offer. The next time you listen… listen.

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