Idea of the Week - Total Selling Systems

Warren Wechsler's
Idea of the Week

Accentuate the Positive

Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Some restrictions apply to the use and distribution of this information. For more valuable materials, visit Warren's web site www.totalselling.com. All materials and content © Warren Wechsler, 2001 – All rights reserved.

Go with your fastball; know what your strikeout pitch is; do those things that really play to your strengths. Another way of looking at that is to say "accentuate the positive."

What I want you to do is take out a clean sheet of paper and write down all of your strengths. Write down every single thing that you bring to the table, all the great benefits, all the great features, all the great guarantees and warrantees that you provide your customer base. Try and write them down in terms of what it means to your customers. That's part one of this week's sales idea.

Part two is ask your best client to do the very same thing. Send him an email, send him a letter, call him on the phone, create a fax cover sheet and say, "I'm looking at the reasons why people do business with me. Can you write down all the strengths of my company and our relationship and what it means to you based on what you know about my company?"

And you know what, listeners? You will be shocked at the great feedback you get from your customers. They're going to come up with so many more ideas that you hadn't even thought of. That's part two.

So part one is you write down all the strengths. Part two is have one of your best customers, or your best customer, do the same thing. And then the final part of this week's sales idea - again the sales idea is the segment of the show where you pick up knowledge you can absolutely leverage and implement immediately. It doesn't have to wait; it's not esoteric; it's not theoretical; it's practical. It's how-to. It's hands-on. It's let's do it right now.

Part three of this sales idea of the week is to find the highest leveraged, most wonderful item that shows up on both lists and then use that as your fastball. When you call new people, let them know that's what you think and that's what your customers think. Lead with your fastball. Lead with your best pitch. Accentuate your most positive positive.

This was a partial transcript from Warren Wechsler's weekly radio show. Warren Wechsler, bestselling author and national sales and motivational speaker, provides many valuable resources free of charge to sales trainers and sales managers. Visit Warren's web site www.totalselling.com Also, listen to Warren's weekly radio broadcast Wednesday's at 4:05 - 5:00 pm Central time, on KMCD-AM 1570AM. Shows are broadcast live on the internet at http://www.warpradio.com/asx/KMCD-AM.asx