Fwd: dashboard data concept
- Subject: Fwd: dashboard data concept
- From: "Winslow Yerxa" <winslowyerxa@xxxxxxxxx>
- Date: Wed, 23 Jul 2003 17:00:51 -0000
Convincing people with reasons may not be the best approach. You
might as well try to convince someone to love you with mathematics
and a return-on-investment pie chart. (note that I said "love,"
The only way to sell someone on an idea is to find out what motivates
them, and speak to that.
Knowing why the harmonica appeals to existing players is valuable,
not as a sales pitch as in "you should buy (play) this because . . "
but instead as a way of predicting (always chancy) potential reasons
someone might find the harmonica attractive. This can assist you in
discovering what the motivation is for the prospect, then amplifying
on that in helping them to decide to take the plunge.
The kind of selling where you want to convince someone to part with
their cash as quickly as possible is useless in if you're looking for
a long-term involvement, not a quick turn.
The kind of selling where you're asking someone to make a large
investment on a big-ticket item that will impact both their finances
and their lifestyle isn't appropriate either, because the investment
is small and the lifestyle impact, while potentially large, is not
obvious and could actually scare the prospect away.
The kind of selling where you pencil out benefits vs. costs isn't
really appropriate because most harmonica players won't make money at
it, or at least not significant amounts, and the costs aren't
particularly large (though the low cost of entry is a benefit worth
Assuming that the prospect has taken the first step in deciding to
buy or inquire about harmonicas, myabe mention a few broad
categories. Based on the response you get on this list and elsewhere,
try to boil the responses down to a small number of categories -
three to five. Mention these to the prospect - not in
technical "category analysis" language but in everyday language,
possibly by using an illustrative example. See what the prospect
responds to and go from there.
This is very different from a sales "pitch" where you deliver a
performance designed to dazzle the prospect into pulling out cash.
Both approaches can get product sold, but the "pitch" method will not
create harmonica players, and I sense that this is of primary
importance to you (moving units may be a stronger motivation for
Hohner, at least in the short term).
- --- In harp-l-archives@xxxxxxxxxxxxxxx, "dfwhoot" <dfwhoot@xxxx>
If you were trying to sell someone to why they should play the
harmonica, what would be your
sells pitch ?.
Easy to tote , health reasons, cool way to express your music ,
easier than toting around a set of drums.......
This is a new Dashboard data concept to train salespeople on how to
sell harmonicas. It's a new co -op program with Hohner and a music
company in Texas. I'd appreciate any comments....
- --- End forwarded message ---
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