Getting the big picture to be successful

I look upon getting the big picture as the most important factor in successful selling. It follows that being able to analyze is an indispensable ingredient to doing this.

What are your thoughts on this?

Quote:

Originally Posted by Wonderboy

I look upon getting the big picture as the most important factor in successful selling. It follows that being able to analyze is an indispensable ingredient to doing this.

What are your thoughts on this?

Which big picure? The big picture about selling, the customer's big picture, both?

Quote:

Originally Posted by Jolly Roger

Which big picure? The big picture about selling, the customer's big picture, both?

In terms of a presentation, e.g., one part of a presentation does affect another part (tested and proven). I can state that something that seems trivial takes on added meaning in the big picture.

Quote:

Originally Posted by Wonderboy

In terms of a presentation, e.g., one part of a presentation does affect another part (tested and proven). I can state that something that seems trivial takes on added meaning in the big picture.

What would be an example?

Quote:

Originally Posted by AZBroker

What would be an example?

When I worked in carpet cleaning booking orders, I presented the three services of steam cleaning, scotchgarding and deodorizing on their own merits. I was struggling with deodorizing as were my coworkers at the branch I worked out of.

I got the brilliant idea of telling prospects that deodorizing was activated by steam cleaning. That stopped all putoff excuses on deodorizing and quadrupled my sales on the deodorizer (also adding a room price for all three services helped, but I do stress that I let the prospects know that they didn't have to get all three services).

Quote:

Originally Posted by Wonderboy

I got the brilliant idea of telling prospects that deodorizing was activated by steam cleaning. That stopped all putoff excuses on deodorizing and quadrupled my sales on the deodorizer (also adding a room price for all three services helped, but I do stress that I let the prospects know that they didn't have to get all three services).

That's it? All you had to was tell them that deodorizing was activated by steam cleaning and they bought?

Quote:

Originally Posted by Thomas

That's it? All you had to was tell them that deodorizing was activated by steam cleaning and they bought?

Thomas, where I worked at I took phone calls from prospects responding to ads offering specials on steam cleaning.

The prospects' main interest was on the steam cleaning. So by linking up the deodorizing with the steam cleaning, the prospects bought (keep in mind that some people were already considering deodorizing - often they had a spouse or someone else present at their house so they didn't want to miss out on getting the deodorizer - my link gave them the urge to decide to go for it).

Quote:

Originally Posted by Wonderboy

I look upon getting the big picture as the most important factor in successful selling. It follows that being able to analyze is an indispensable ingredient to doing this.

What are your thoughts on this?

I disagree completely... as far as selling goes out top salesperson in the nation (out of 864 people) is the last person that understands the big picture. he is selfish, lies to people, and makes people mad and yells at prospects. With all that he is still in the top 5% 4 years running...

Quote:

Originally Posted by benjamin-benjamin

I disagree completely... as far as selling goes out top salesperson in the nation (out of 864 people) is the last person that understands the big picture. he is selfish, lies to people, and makes people mad and yells at prospects. With all that he is still in the top 5% 4 years running...

Would you say he has a winning personality? What attracts people to him? Would you want to do business with him? Besides his high sales rate, does he have a high return rate as well? (part of the big picture).

Selling is a big idea meaning many components goes into it to be successful. I would like to say that a personality is part of it, but how do you measure it? Where's the evidence to support it? (BB seems to suggest that the stereotypical pleasant, professional personality doesn't apply towards being successful in selling).

Quote:

Originally Posted by Wonderboy

Would you say he has a winning personality? What attracts people to him? Would you want to do business with him? Besides his high sales rate, does he have a high return rate as well? (part of the big picture).

Selling is a big idea meaning many components goes into it to be successful. I would like to say that a personality is part of it, but how do you measure it? Where's the evidence to support it? (BB seems to suggest that the stereotypical pleasant, professional personality doesn't apply towards being successful in selling).

wow don't take my words out of context i never said that the stereotypical pleasant, professional personality doesn't apply towards being successful in selling. All i am saying is that regrading selling there are people that are successful that don't get the big picture. Is it normal? No....but if people are successful without getting the big picture it is tough for me to say that it is necessary to be successful...

Getting the big picture to be successful

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