Creative Selling

The Idea Area : You don't sell an article - you sell an idea.
The Needs Area : Observation of real motives behind peoples actions and reactions.
The Feelings Area : Influence of emotions. Seek to discover the human being in your customer.
The Habit Area : A strong sales blocker. Recognise sound judgement that guided him. Don't find fault. Make him your partner.
The Low Pressure Area : Win your customer before winning the order.
The Quality Area : No article is bought solely on quality. First sell the idea, then utility and only then quality.
The Price Area : Relate price to value customer receives.
The Inner Conviction Area : Be a R.E.P. believer - Representative, Enterprise and Product.
The Reasoning Area : Avoid arguments - questions lead there quicker than assertions.
The Objection Area : There are no sales without objections - tackle them.
The Access Area : Preperation, calling technique, timing, proper offer made to proper person, gain entry and create a selling climate.
The Selling Process Area : A I D A (Attention, Interest, Desire, Action)
The Appeal Area : Planned selling, choosing one sales point and dropping another, changing a few words, altering the tone.
The Conference Selling Area : Analysis of attitudes, knowledge and role expectations he will meet.
The Customer Relations Area : Complaints can lead to increased sales if they are treated properly.