The Psychology of Selling: Increase Your Sales Faster and Easier Than You Ever Thought Possible pdfdrive com

Three Ways to Stimulate Creativity
Creativity is stimulated by three key factors: (1) clear goals, (2) pressing
problems, and (3) focused questions. You must use all three as often as possible.
The more intensely you desire to achieve a clear, specific goal, the more
creative you will be in finding ways to accomplish it.
The more determined you are to solve a pressing problem, the more
resourceful you will be in coming up with different solutions.
The more focused and specific the questions that you ask yourself, or that
others ask you, the more innovative you will be in developing answers. You
should use all three of these continually to keep your mind functioning at its
highest level.
Practice Thinking Creatively
In selling there are several areas where you can increase your creativity with
regular exercise and practice. The more creative you become in these areas, the
more money you will make.
The first area where creativity is important is in prospecting. Your success in
prospecting largely determines your income. And your ability to find more and
better prospects is only limited by your imagination.
The second area where creativity is essential is in uncovering buying motives.

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You must be creative in questioning to find out exactly what the customer needs
and what will cause this customer to buy.
This is a real test of your intelligence and brainpower. Prospects have
automatic buying resistance to any sales approach. They don’t want to tell you
why they might buy your product. They know from experience that if you find
out what they really want, you will probably be able to convince them that they
will get it, and they will be too weak to resist your offering.
Discover New Product Uses
Your creativity is essential in discovering new product uses and applications.
You have to use your brainpower to discover new ways to use your products and
to create sales where no sales exist. Bringing together all the ingredients of a
business transaction, including you, your company, the customer, the product or
service, the price and terms, the delivery and installation, and everything else, is
an extraordinarily complex act and requires creativity at a high level.
Your ability to use your creativity to overcome buyer resistance and answer
objections is essential to your success. Finally, your ability to close the sale and
get the customer to take action is critical in determining how much you sell and
how much you earn.