THE CREATIVE APPROACHES

There is a saying that goes Different folks, different strokes. We have heard this before. There are also different approaches in selling. So, if we want to sell our products, we must know what these are.
I have devised some basic approaches in dealing with your client. As I have mentioned earlier, I call these CREATIVE APPROACHES.
First, your client needs to be CURIOUS when you approach him. How do you do this? Make a statement that will arouse his curiosity. For example, ask him if he has seen a spoonful of rainbow. I suppose you will get everyone’s attention when you ask this question.
The next one is learning what the shortest distance between two points. Geometry students will say, “A straight line.” But a salesperson’s reply is a crooked line. From the salesperson, the line passes through a REFERRAL to the client.
When talking face-to-face with your client, use EMPATHIC STATEMENTS. Avoid talking too much about yourself. Call your client by name, and allow him to talk more about himself.
Then, ASK OPINIONS. Nobody is perfect, and nobody has the monopoly of intelligence in this world. When you are undecided or confused, consult somebody your trust. Two or more heads are better than none at all-I mean, better than one.
Apply the TIE-DOWN TECHNIQUE, using di ba (isn’t it)? Instead of saying, “This is quality product,” you say, “Quality in a product is important today, isn’t it (di ba)?”
The INVERTED TIE-DOWN TECHNIQUE is the reverse of tie-down. Instead of putting the tie-down question di ba at the end of your statement, this time place it at the beginning. For example, “Isn’t it (di ba) that quality in a product is important today?”
Then, there is the VISUAL SIGN METHOD. You are able to communicate without speaking. I can still recall able to communicate without speaking. I can still recall a time when I used this method. I needed to meet with a government secretary, but he had a strict cordon sanitaire. I could not get through. So, I waited for his arrival with alertness. When he looked at me, I waved at him. Because he was a politician, he waved back. I followed him. I did not look back. I went pass through security.
Another way to impress a client, but with extreme caution, is through an EXCEPTIONAL DEMONSTRATION. What some encyclopedia salespersons do is hold one volume by a page to prove that it is well bound. But sometimes the wrong grasp may tear it because of the heavy weight of each volume. The same is true with the so-called durable porcelain products. An error in the demonstrations may end up in broken pieces.
The next method is ALPHA or favored first. Sellers who have already built a clientele usually use this. A very thin line separates this one from flattery.
“You know, suki (colloquial term used to refer to a regular customer), you are the first one to buy this Pentium 4 computer.”
“What! But Mareng (colloquial term used to refer to a female friend) Fe was able to buy one last week.”
“What I meant, suki, is you’re the first one this week.” You can also use PHILIPPINES FAMOUS NAMES. With permission, drop famous names of people who have patronized your products. This encourages your client to buy simple because he wants to be identified with a famous person.
Then, use PREMIUM ITEMS or giveaways. But do not simple give them away. Be different. If others give empty wallets, give yours with a few coins in it. who knows, your client might find them heaven-sent at a time when he needs to call up someone and he has no loose change. How can your client ignore such unforeseen help afterwards?
You can also use RELATED NEWS ITEMS while in conversation with your client, tuning in to his particular line of news interest. If he is in stocks business, talk about the latest in stocks with him. If he is in shipping, ask him if he has heard about the latest news in shipping.
OFFICE ACHIEVEMENT is another method you can try. What has your company achieved that you can be proud of? You can help boost company image by promoting its achievements. Your client will be drawn more to you if you work for a stable establishment.
Next is ALTERNATE OF CHOICE. We have discussed this earlier. Give you client a choice in such a way that, whichever way he chooses, you come out a winner.
“You know, Ronnie, I don’t have an appointment with you today. Should I stay or would you like me to come back tomorrow?”
“Come back tomorrow, Jun.”
“At lunchtime or in the afternoon?”
“Snack time would be okay.”
Then, comes the word CASH. I mean, cold cash indeed. One of my graduates used this before. He found is very difficult to get an appointment with Don Andres Soriano. So, he put a one-hundred-peso bill in an envelope along with a short note that says he will pay Don Andres one hundred pesos per minute if he allowed himself to be interviewed for three minutes by my student.
It was not the money that called the man’s attention, but the novelty of the approach. My student was successful in making a high-impact presentation in a breeze. He also got the rich man insured.
You can also use HYPOTHETICAL STATEMENTS. What is often used here is the word “if (kung).”
For example, if I can show you that in ninety days I can double your sales through this seminar, will you not attend it? What will your answer be? Has anybody ever refused a bid for prosperity?
How about using ENTERTAINMENT? The word speaks for itself. Elicit a few laughs. Smiles can disarm even the king of grouches. Humor puts down the guard of the grumpy (masungit). It lends a sense of balance and proportion to things, according to a former Philippine senator.
Last but not least is a SINCERE COMPLIMENT. No amount of wealth can substitute for a word of praise that comes straight from the heart.
When you meet your client for the first time, your mission is to look for beautiful and positive things about him or her that will definitely make his or her day brighter than when he or she woke up in the morning. As soon as you spot something, do not hesitate to say it.
“My gosh, ma’am! What a beautiful outfit you’re wearing today! I think it’s a Liberace.”
“What Liberace? Versace made this dress. Liberace is a pianist. Besides, this is not the only time I’m wearing a beautiful outfit. Every single day, I wear something nice and new.”
When you enter an office, immediately scan the horizon. Look for things that you can sincerely compliment on. The moment you find one, appreciate it right away.
“Wow, ma’am! What an attractive abstract painting you’ve got!”
“What! That’s not an abstract painting! It’s a portrait of my husband.”
The point is do no overdo it. take extra care to keep your comments within bounds so as not to put yourself in an awkward situation.
Now, let us enumerate all of them again for review. As I always say, “Repetition is the mother of learning.” That is why we have to be patient in repeating things again and again in order to take them to heart.
What are the Creative Approaches? In capsule, they are:
Curiosity- make your clients curious.
Referral- Use it for client access.
Empathic statement- Talk about your client.
Ask opinions- You are not the only genius in town.
Tie down- A question at the end of your positive statement.
Inverted tie down- Go the other way around.
Visual sign- Action definitely speaks louder than words.
Exceptional demonstration- Show wonders.
The acronym speaks for itself. Be creative. The letters are precise in their meanings to help you push your sale to a success. From the first to the last, the letters conveniently open the communication lines between you and your clients. You may also want to add or change the meaning of this acronym as you gain confidence in using it.
But take extra precaution. As in the case of the other strategies in earning an income, you run the risk of overusing the tricks, thereby rendering them useless or even dangerous.
Alpha or favored first- Honestly compliment
Philippine famous names- Drop a few with permission.
Premium items or giveaways- Give sparingly with a difference.
Related news items- Be a complimentary reporter.
Office achievement- Tell them of your office’s achievements to build up a self-image.
Alternate of choice- Both choices must be to your favor when chosen.
Cash- No other form or means is better.
Hypothetical statements- Preconditions always work.
Entertainment- Balances the uneven playfields.
Sincere compliment- There is nothing more like it.
Creative approach is as its name implies. It is an approach that is creative. But what comes next after these approach? What follows after you have made it to first base?
If you were sailing on a boat, what would you do if you reach the middle of the sea? Will you continue sailing or will you go back to the shore?
You will need enough strength to sail on in order to reach your destination. If you have come face-to-face with your customer, you need to succeed and close a sale with him. To do this, you need to prepare yourself on what to do next.