The Sales Sandwich
If you will pardon the pun, if your advertising sales are not a sandwich you are missing the bread and butter of the sales process.
Each of the most popular sandwich making salads (tuna, chicken salad, egg and ham, etc.) can be served on a bed of lettuce, a salad, or between slices of bread, a sandwich.
The salad is the heart of the sales meal. Within the salad, you have mixed all the facts and benefits that make the meal. You are pitching the best ingredient you can muster. You have seasoned to the prospects taste. You have added the mayo of your personality to bind it all together. You've added bits of pickled testimonials, diced onion stories, and the salt and pepper of evidence. You have tossed together the best of all possible sales salads.
At the risk of pushing the analogy too far, the Earl of Sandwich's motive for bread was to keep his hands clean. He knew he needed to eat, but he didn't want to interrupt what he was doing. If you consider the fact that your prospective client is also more interested in what she or he is doing, than eating what you are serving. It makes sense to present your "sales salad" in bread as a sandwich. This way they can partake without getting their hands greasy.
Now, let's look at the bread. The two slices of bread needed to create a sandwich, represent the before and end of the sales process. The bottom slice is the foundation, the preparation you have made. The marvelous thing about selling today is that most of your prospects have been kind enough to post everything we need to know about them on the internet. It used to be that doing a detailed, "customer needs analysis," was the vital portion of the sale cycle. Today, investigating all the available information on the web is the first step.
This first slice of bread is the critical piece of the sales sandwich. Here's why:
•Preparation Prepares You - remember as a kid the days you really did your homework. You were ready for class. You couldn't wait for the teacher to call on you. Oh, those might have been rare days, but you remember them. Your confidence was high. You were proud. You were ready. Selling is no different. When you are well prepared for a sales call, you exude confidence, a certainty of demeanor that breaks down resistance.
•Confirming answers is better than asking questions - How much more powerful is it to say, "My research tells me you have been in business for 15 years. Is that right?" or, "How long have you been in business?" Obviously, the answer is the first. It tells the prospect you have researched her business. You've taken the time to prepare. You are serious. You are a pro.
•The little time it takes makes a big difference - The world is full of advertising sales people. Why? Because, there is a lot of advertising to be sold. You're second most important task is to differentiate yourself from you own competition. (You decide what the first most important task is.***) The first slice of bread is what few, if any, of your competitors do. It takes a few minutes, may be ten, to make you ten times better than the others.
•People don't care how much you know until they know how much you care. Show them you care, by showing what you know. Among Dale Carnegie's Human Relations principles is, "Talk in terms of the other person's interest." Your first slice of bread will put you on the road of a professionally caring relationship with your client. It is what make business worth doing. It is what builds lasting business and life long friends.
Now, if I have convinced you to put a slice of bread down, then go ahead and spread out the presentation salad. Put it on thick. Give 'em their monies worth.
Now let's top it off with the other slice of bread --closing. Yes, I said "closing." You simply ask for the order. As in, "Can we go ahead and start?" Asking for the order is critical. Everybody talks about it, but few do it. Failing to do so makes it an opened faced sandwich and hard to eat. If your purpose is to close a sale, then go ahead and close the sale. Asking is not being pushy. Asking is being professional. Selling is what you do, so do it! Ask for the order. Top off the sandwich with another slice of bread.
Thinking of the sales process as a sandwich provides a solid diet of quality sale calls. The fact is that having great sandwich filler is important, but serving it between two slices of fresh bread is what makes for the most rewarding sandwich.
Eat Fresh!
* Most important, get results for your client.
Related Tags: sales, closing, professionalism, preparation
www.jimgustafson.com Your Article Search Directory : Find in Articles
Recent articles in this category:
- Tips To Better Prepare Yourself For The House Buying Process
Everybody who has been through the process of buying a home will attest that it can turn into a very - Gain Qualified Prospects With The Cash Cow Sales Funnel
I've had the privilege to work with hundreds of sales and business people all working hard to make m - How To Write A Good Telemarketing Sales Script
By defining your specific selling process you will be able to apply a system that works over and ove - The Popularity Of Antique Cabinets Over The Years
Ever since collectors have been hoarding pieces of value and interest, antique cabinets have been ar - Guide In Selecting Clothes Hangers
One of the least respected areas in your home is your wardrobe. Most of the time it is stuffed with - Does Mattress Manufacturer In China Reliable?
The time we spend on bed is almost 1/3 of our whole life! So it's very important for everybody to se - What Makes A Good Salesperson
This fact is not hidden nor is this thesis cutting edge. There are a lot of personality and professi - Proper Preparation Prevents Poor Performance: Tips & Tools To Increase Productivity
Prior proper planning prevents poor performance. It may be a tongue twister, but it's important to r - Attractive Votive Candles
Impeccable range of candles and lanterns enhance home interiors. Simple yet elegant in design and fi - Sales Articles - Do You Want To Find Building Maintenance Supplies In Your Area?
Building maintenance supplies are among key factors to protect buildings against excessive depreciat
Most viewed articles in this category:
- Cold Calling - A Surprising Way To Gain Insider Information
If you knocked on all the doors in your neighborhood, you'd learn a lot about the people who live ar - How To Touch More Clients For Referrals
Interested in more referrals? Want to guarantee success in any referral marketing program? Here is a - How to Embrace and Thrive in Today's Buyer's Market
As fun as the last few years were to be in a piping hot real estate market, it's now time to accept - The Power of One
One is a very tiny number. However, it can have a tremendous impact on your revenues. Here are some - Sell Your Customer What They Need
When it comes to selling your products it is important to ask your potential customers probing quest - Profiting With Private Label Rights
There are three basic rights you should know about when it comes to resale rights marketing. T - The Lazy Way to Increase Your Sales Immediately... without spending a penny!
Let’s start at the beginning… First up, how do you define an affiliate program, or affi - Your Sales Self-Image
All sales success is the result of a foundation grounded in right attitudes and positive self-esteem - Sales And Marketing - Let Others Do The Work
There are many different ways in which businesses of today approach potential prospects and customer - The Financial Influencer
In my last article, I talked about the four influencers you have to deal with in a B2B sale. The fou