How to microwave your sales

A newsletter article by Steve Martinez

Where the Selling Process is working

How to microwave your sales

By Steve Martinez

The microwave buzzer went off and I opened the door to retrieve my piping hot breakfast. I almost burned my fingers because it was still sizzling. The total time it took to prepare my breakfast was about 5 minutes. My great grandfather would have loved this modern world with all the technology. Back in the day, he would have fired up a wooden stove or something heated and prepared the same meal in about an hour.

Since I was moments earlier, writing a paper about why business owners may not need to hire another salesperson, it was a perfect example of what I was writing about. It reminded me about how effective real world examples are in selling. Using an example that your customer can relate to is one of the most powerful tactics we can apply. This strategy works because it makes it personal and in many cases the customer envisions the example you are relating to. When we can paint word pictures for our clients, it drives home the point.

The power of sales analogies and word pictures

We witness this powerful sales tactic regularly when effective advertising draws up our emotions with images we can relate to and sounds that allow us to personalize the message as our own. If you aren’t using this strategy when you are talking to prospects, you should try it, it works.

This works best when we can weave a story that the prospect is familiar with. We are taught from an early age this way in many areas of our lives. At Sunday school the teachings are often about a parable or a story of some sort. King Solomon and the story of dividing the child in half is one of my favorites. It drove home wisdom and resolved a tough problem.

Listening is a key to effective story telling for sales

When we listen to our prospects we will learn what their interests are which is helpful as we explain the benefits of what we are selling. When we listen, we can come up with all kinds of life experiences that are ideal to the situation we are in. We just have to listen carefully. I know, because it has worked so well for me and I’ve observed as it has worked for others. What I love about this sales tactic is that we are simply using life examples to sell in a personal way. The effective nature of this tactic is that while you are telling a story or using an example, the prospect is listening better than when you are selling. Typically, the prospects guard will drop as they picture what you are saying and painting it in their mind. The clearer we can make our pictures, the more effective we will be.

An example you can relate to

Because my audience if filled with salespeople, I will be careful here. However, I need to finish the earlier example to make my sales point. When I compared the microwave example earlier and how it does today what my great grandfather might have taken an hour to do. The relationship to my selling point is that the sales process automation program I market with Selling Magic will perform what would normally take salespeople hours to accomplish. The net results are increased sales activities better sales effectiveness leaving more time to accomplish other things.

This was an example I used recently and it was very effective. The point was that an automated sales process increases sales so efficiently, that in some cases (not all) a business owner doesn’t need to hire another salesperson. I was able to illustrate the benefits of using technology like a microwave or my automated sales process system to execute what normally takes hours or weeks in traditional methods. the results are often a 25% increase in sales.

In my situation, the analogy drove home the point and the client recognized the benefits I was trying to make. This is exactly what you can do with situations where you can provide similar results with technology. Use stories and analogies when you sell, they work! Make them personal.

Steve Martinez - EzineArticles Expert Author

Steve Martinez
President
Selling Magic, LLC
Toll free (877) 762-4423
Local call (951) 277-0080
www.sellingmagic.com

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