Charles Kincaid (6/9/2009)
When I was being trained for sales and marketing, the key datum was, "make it cool, make it scarce, it'll sell". People will buy all kinds of stuff they don't need, so long as it has some sort of "exclusiveness" to it.
It's the same thing in this. If you really need to get backup compression software (for example), you need to convince management that either (a) all of their competitors have it and they're going to look like fools if they don't, and/or (b) none of their competitors have it, and they can be the only one and the first. If you go with option (b), you have to make yourself actually excited about it. Don't fake it, create real excitement. That's easier than you might think.
There's more to sales technique than that, but that's the core datum.
Do you use phrases like "But wait! There's more" or "Here's how to order"? 😀 For those outside the U.S. we are drowned in late night TV adverts for low priced stuff that would almost never show up in some store. These "Pitchmen" use the same trite phrases over and over. I'm sure that this has made it round to the rest of you by now though.
Nope. I don't think I've ever said those without heavy sarcasm very evident.
On the other hand, I have told customers that, "Our product is a premier product at a premier price. It may not be right for you."
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