Written by Sean McPheat |
It’s happened to me on a number of occasions, and I can’t always remember it when I want to later on. My suggestion is to carry around a small journal, specifically for these times when you hear someone say something profound, or you think of something that will be really useful for your next call.
Maybe you’re driving along listening to the radio and someone says something that you want to remember. Get yourself a small recorder where you can quickly record these ideas and then transfer them across to your journal when you next stop.
How about all those ideas from training courses you attended and forgotten about? Find the workbooks and copy some of the great ideas you picked up on the course into your journal.
Be on the lookout for great quotes that you see when you’re out and about. Then use them when you have the chance with customers. Different creative ideas will flow from these quotes and your journal will quickly build with new thoughts that will drive your motivation and encourage you when things aren’t going exactly to plan.
Those creative ideas will breed others, and soon you’ll have ways of covering off objections you may hear. When you turn a customer round who had an initial objection, write down exactly what you said. Maybe that could work on another customer who comes up with exactly the same objection.
Also, think about what you learned during the day. Every encounter with a customer creates a learning opportunity and if you can be creative with one prospect, you can spread that thought process to another similar situation.
Can you imagine any of your competition doing this? It’s just another way to stand out from the crowd. And that can only be good for business!
The UK’s #1 Authority On Modern Day Selling
Originally published: 22 October, 2010