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Imaginative
Thinking Can Help Boost Sales
There is an old saying about how it is all about contacts and
networking when it comes to any industry. While knowing
influential people and having a business network is important it
is not everything when it comes to sales. Having an active and
engaged imagination that works to the benefit of the salesperson
can be of more use than the people know.
Some might scoff at the idea of using their imagination in sales
but everyone in the history of man who has ever led a movement,
created something new, advanced science or society did not just do
it on who they knew alone though in many cases it helped. They did
it by thinking, creating, imagining and then presenting the
thought, concept or idea in a way that was highly appealing to
others.
As a sales person this same process can increase the potential for
sales and help to formulate new and better ways of presenting
products.
What is the imagination?
Imagination is the process by which thought, words and concepts
are formed. It is the process of creating new plans, new
strategies and new ways of looking at things. The imagination is
what gives salespeople, gives everyone the ability to visualize
what they want and create the path or set of steps necessary to
achieve that objective. Imagination also allows a sales person or
individual to place themselves in the situation of another
individual. In the case of sales the salesperson can place
themselves into the shoes or situation of the prospect.
Using the Imagination
For some people using the imagination is not as easy as it sounds
or looks. There are many people in technically oriented fields
where data and clearly defined ways of doing things rule the
process by which things are accomplished. Working in this type of
industry and making sales to these types of people may make it
difficult to get the imagination going. That is not to say that it
is impossible just that a little help may be required to get it
started.
By being able to take the place of another individual within the
imagination allows a salesperson to adapt presentations to fit the
needs of the client or customer rather than just rattling off
something generic. This provides an out of the box way of thinking
and something that is tailored to each individual customer. That
is not to say that a salesperson has hundreds of individual
presentation but by using the imagination a presentation can be
altered to fit the perspective of the target sale.
The imagination can work for a salesperson by saving time and
energy, by helping to uncover fresh leads, new ways of approaching
others and better more effective ways of doing things. This helps
to save both time and energy, increases the potential for sales
and does not cost anything to implement.
Training the Imagination
The first step to putting the imagination to work is to train it
to visualize situations. This helps to allow the salesperson to
formulate a set of presentations or new perspectives from
different angles. They do this by placing themselves into the
various roles of each situation. Then asking the question of what
would they do in each one of these roles.
Observe children, everyone imagined things, created things using
just the mind when they were children. To get a jumpstart on the
imagination watch children playing, interacting and creating. As
adults rational thought and logic sometimes over power the
imagination by observing children salespeople can remind
themselves and remember how they used their imagination.
Source:
http://www.topcommission.com |
