Salespeople are a dime a dozen. In other words, the majority of salespeople are alike. Since I’m a salesperson and have been for more than forty-four years, I can poke a little fun at my profession. We need to use every advantage we can to stand out from the crowd. One of the best ways to do this is to use an attention-getter. An attention-getter is a prop that is used to open the mind of your prospect, grab their attention and cause them to want to know more.
We have about ninety-seconds to arouse their interest and to gain their trust before the prospect begins to shut down. Attention getters can be in the form of an analogy that has nothing to do with your product, an analogy that relates to your product, or a comparison of something that your prospect can relate to. The attention getter should be something physical and tangible.
Here is an example of an attention-getter: A prescription bottle with a label that resembles a prescription, but with your company name and logo, directions for use similar to a real prescription, and your name in place of the Doctor’s name. Fill the bottle with Jelly Bellies or M & M’s. Here is how it works.
At a pre-arranged meeting with your prospect, greet each other and spend just a few moments establishing rapport. Ask permission to ask a few questions about them and their company. Ask questions that will establish a need for your product. Discover their PAIN. Having discovered their pain, tell them that you have a prescription for them that will take away the pain. Take the prescription bottle out of your pocket and give it to them. Tell them that by taking this prescription their business problem or pain will go away.
They will read the label, inspect the contents, and you can both have a good laugh. Then tell them that obviously the prescription will not take away their pain, but you would like to take a few minutes and explain how your products or services can solve their problems. You now have their attention, and they will want to listen to what you have to say.
Try using attention getters and experience more enjoyment and success in your sales activities.