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Sell is NOT a four letter word
Jeffrey P. Fisher
The thought of selling your music and yourself may scare the daylights out of you. It shouldn't. You won't get anywhere without learning to present yourself to others and convince them to buy. The key? Listen to what people tell you about what they want.
Then show them how what you sell fulfills their needs.
Let the prospect of client do most of the talking. If your mouth is open more than 30% of the time, you're talking too much when you should be listening. So shut up and sell! Here are some additional tips to help you.
Avoid distractions and time constraints when meeting with prospects and clients. Face your prospects, lean toward them slightly, and look them straight in the eyes. Stay relaxed and open. Don't cross your arms or legs. Watch body language and listen for
the real message between the lines. Pay attention. Don't let your mind wander or be distracted. Concentrate on what is being said. Repeat and rephrase each sentence in your head. Don't interrupt
your prospect. Indicate you are listening and understanding what is
being said. Nod your head, take some notes, or answer that you understand by uttering a simple "O.K." Smile and be friendly. And let your enthusiasm shine through.
Understand Personality Types
There are essentially six personality types that you'll encounter in
sales situations. Virtually everyone falls into one of these categories. And while some may cross over into other types, each person typically exemplifies one main attitude. You must learn to recognize these types quickly and tailor your presentation
Leader. Always in control, dominates conversations, makes quick
decisions, and follows through all projects from start to finish.
These people tend to be ALL business and are only interested in
Supporter. Likes being with and relating to people and is often a bit
talkative. Usually seeks approval from others before making final
decisions. These people are always quite friendly, casual, and
Optimist. Always full of energy and creativity. Likes to discuss
myriad possibilities, most of which are completely outlandish and
impractical. These people can be very energetic and prone to
quick, spontaneous decisions.
Bean Counter. Brings highly structured and thorough analysis to
every situation. These people look for accurate, logical solutions.
Adversary. Always takes the negative side to things. Can never find
the good and tends to nit-pick. Completely the opposite of the
optimist, adversaries tend to be very conservative and realistic.
MOR. The middle of the road person tends to go with the flow.
Never caught making their own decisions, MOR'S tend to work
better in groups where individual thought is not cherished.
With the leader, be the consummate expert; ask about moods,
feelings, and such with the supporter; discuss wild ideas with the
optimist; go through the budget and other details with the bean
counter; carefully balance the up and down side with the adversary;
and take charge of the MOR. Use these as a guide only. We are
all complex human beings after all. And also be prepared for the
domineering, friendly director who talks wildly about the bad things
happening in someone else's life.
Prepare in advance for all client contact. Gather the materials you
need to answer inquires and solve your client's problems first. Don't
go in blind. Take suitable promotional materials to meetings
including your latest demo if that applies. Identify the personality
type and slant your presentation accordingly. Vary your speech
pattern and pace to follow your prospects. Follow up all meetings
whether they result in immediate work or not, with a thank you
note, or, hopefully, a contract. If your prospect asked for more
information, supply this, too.
These tips should get you selling more of your music products and