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    Dale Best

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    « Prioritizing | Main | Fewer Selfish Impulses »
    12:00AM

    Sell The Product

    We all are a sales people. At the least, we sell ourselves as confident, capable and a pleasant future friend. We must be ever vigilant because we never get a second chance to make a first impression.

    Mary Kay Ash, founder of Mary Kay cosmetics, says the way to sell a product is to create a need for it in the mind of the buyer. George Washington Carver did a marvelous job of creating a new and enlarged market  for the peanut. He discovered 145 uses for his lowly little peanut.

    In advertising your product, most companies list the ingredients and/or its uses. However, the successful companies use how it will feels, the delicious taste, the new dynamic look or the beautiful sound to entice the customer. Vlasic uses the sound a dill pickle makes when you bite into it. Another sales approach is to preemptively answer the question, “what will it do for me?” Buyers want the product to fill their need.

    Showmanship should be used in the presentation of the product. Several feelings would be evoked such as enthusiasm, politeness and courtesy. Customers ought to be treated with respect. Treat them as if they were wearing a sign that reads, “Make me feel important.”

    One last point, which is often overlooked in our rush, is evaluation. Take time and evaluate each sale or rejection. How could the presentation have been changed or improved this time?

    Happy sales to you!

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