HOW TO SELL TO ZOMBIES

A recent study purports that: people are now spending more hours per day with
electronic devices than they spend sleeping!

Draw your own conclusions. Regardless of the details, it’s true that we ARE rapidly becoming a planet of ear-budded Zombies… not the Stephen King kind, thank heaven, but the daily, impersonal- and-unable-to-know-how-to-relate-to-others, heads-down, technologically-addicted, kind.

So, how do we sell through preoccupied minds? And regardless of titles, we’re all in sales. (Don’t we all “sell” ourselves to others all day? Every day?) And how hard is it to get cash, a date, acceptance, when our prospect’s mind is mid-game, mid-text, mid-music, mid-call?

Okay, so how do we sell to Zombies?

Today’s sales professionals have to work much harder at gaining undivided attention. But some of the most hard-charging salespeople turn to jellyfish at the thought of having to insist on having undivided attention before pitching their wares. Fear of being too intrusive? Fear of losing receptivity?

Bottom Line: You must eliminate more distractions than you think you’re capable of. In order to do that, you must take the risk of being pleasantly assertive before you start your spiel/pitch/presentation.

This translates to being like church, the movies, and pilots on takeoffs and landings — request your prospects to turn off their cellphones, tablets, laptops, intercoms and Dick Tracy wristwatches before you get going. Oh, and (unless you’re doing an online/on-screen presentation) make sure you do too!

External sounds and sights
distract internal reasoning

When did you last purchase something from the person in front of you while reading or sending a text message, making or taking a call, watching TV, or when others around you were doing that? It’s close to impossible to make a sale in an audio/visual-cluttered environment.

If you have a persuasive message to deliver, avoid noisy or TV-mounted restaurant settings, concerts, parades, movie theaters, shooting galleries, oil rig sites, airport runways, football games, school playgrounds, fire stations, the stock market floor. Staticky phone line or hectic office? Call back.

If the products or services you’re selling involve or produce sounds and/or moving images, demonstrate what you’ve got, then shut it/them down to talk. If you’re outdoors, suggest strolling to a quiet area.

High tech/electronic Zombies are not a lost cause

unless you allow them to be. Sales are your lifeline.

Don’t choose for interferences to beat you. Ask

prospects to step into the hall, or if you (or they)

can find a quiet room or area for long enough to

make your sales points.

Remember the age-old “AIDAS” marketing formula: Attract Attention; Create Interest; Stimulate Desire; Prompt Action; Deliver Satisfaction. It’s hard to do any of these with electronic verbal and visual interferences on the surface (or under the table), or in people’s pockets.

All common sense?   Perhaps . . . IF you’re riding the electronics tide, fully conscious of your day-to-day environments, firmly embedded in here-and-now thinking, and recognize a Zombie when you see one!

 # # #

Hal@Businessworks.US               931.854.0474

OPEN  MINDS  OPEN  DOORS

Many thanks for your visit and God Bless You.

Make today a GREAT day for someone!