Are You Losing Sales? Try Using Creative Presentation Ideas!

A man to carry on a successful business must have imagination. He must see things in a vision, a dream of the whole thing.
-Charles Schwab

Creativity is a natural characteristic of all top salespeople. Fortunately, your level of creativity is largely determined by your self-concept, by how you think and feel about yourself when it comes to creative thinking. This means that you can increase your creative presentation ideas with practice until it becomes an automatic and easy response to any goal you set for yourself.

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Creative thinking is something that you demonstrate and use all the time. When you are trying to avoid a traffic jam on your way to an appointment by taking alternate roads, side streets, and alleys, you are engaging in highly creative acts and problem solving.

When you are arranging a party or designing a sales presentation, you are acting creatively. If you are attempting to convince somebody of the goodness and value of your product, you are behaving creatively.

Even getting dressed in the morning, when you match your clothing—ties, shirts, blouses, dresses, slacks, shoes—together to make an overall impression, you are engaging in an act of creativity.

Your Beliefs Become Your Reality

The sad fact is that most people do not think they are particularly creative. They associate creativity with writing great pieces of literature or painting great works of art. However, creativity can best be defined simply as “improvement.” When you improve anything by doing things differently, you are using your creativity and problem solving, sometimes at a high level.

Because of the central role of your self-concept, the more you believe yourself to be creative, the more you will generate creative presentation ideas. In selling, you are essentially creating business where no business existed before. By the process of prospecting, building rapport, identifying needs, presenting solutions, answering objections, closing the sale, and getting referrals, you are engaging in extraordinary complex creative thinking.

Three Ways to Stimulate Creative Thinking

Creativity is stimulated by three key factors: (1) clear goals, (2) pressing problems, (3) focused questions. You must use all three as often as possible.

The more intensely you desire to achieve a clear, specific goal, the more creative you will be in finding ways to accomplish it.

The more determined you are to solve a pressing problem, the more resourceful you will be in coming up with different solutions.

The more focused and specific the questions that you ask yourself, or that others ask you, the more innovative you will be in developing answers. You should use all three of these continually to keep your mind functioning at its highest level.

Practice Problem Solving with Creative Thinking

In selling, there are several areas where you can increase your creativity with regular exercise and practice. The more creative you become in these areas, the more money you will make.

The first area where creativity is important is in prospecting. Your success in prospecting largely determines your income. And your ability to find more and better prospects is only limited by your imagination.

The second area where creativity is essential is in uncovering buying motives. You must be creative in questioning to find out exactly what the customer needs and what will cause this customer to buy.

This is a real test of your intelligence and brainpower. Prospects have automatic buying resistance to any sales approach. They don’t want to tell you why they might buy your product. They know from experience that if you find out what they really want, you will probably be able to convince them that they will get it, and they will be too weak to resist your offering. This is where you must use creative presentation ideas to capture their interest.

Discover New Product Uses

Your creativity and problem solving skills are essential in discovering new product uses and applications. You have to use your brainpower to discover new ways to use your products and to create sales where no sales exist. Bringing together all the ingredients of a business transaction, including you, your company, the customer, the product or service, the price and terms, the delivery and installation, and everything else, is an extraordinarily complex act and requires creativity at a high level.

Your ability to use your creativity to overcome buyer resistance and answer objections is essential to your success. Finally, your ability to close the sale and get the customer to take action is critical in determining how much you sell and how much you earn.

Use Creative Presentation Ideas and Know What You’re Talking About

Creative selling begins with a thorough knowledge of your product or service. The better you know and understand what you are selling, the more creative you will become in selling it. The more knowledgeable you are about why and how your product is superior to that of the competition, the better you will be in explaining it to customers and in overcoming their buying resistance.

Read, study, and memorize your product information. Find out what your competitors are selling, what they emphasize, and how much they charge. Become an expert in your market.

Topics included in this article are

Creative Presentation Ideas

Building Rapport

Problem Solving

Creative Thinking

About Brian Tracy — Brian is recognized as the top sales training and personal success authority in the world today. He has authored more than 60 books and has produced more than 500 audio and video learning programs on sales, management, business success and personal development, including worldwide bestseller The Psychology of Achievement. Brian's goal is to help you achieve your personal and business goals faster and easier than you ever imagined. You can follow him on Google+, Twitter, Facebook, Pinterest, Linkedin and Youtube.

  • http://www.theartisticedge.ca Lisa Phillips

    I agree! Creativity is more important than ever before, especially for businesses who want to differentiate themselves in the marketplace. People are bombarded with so much marketing clutter that something needs to set you apart from your competition. Creativity is key!

    – Lisa Phillips, author of the book, The Artistic Edge

  • http://readandgetrich.com Chris

    Brian, I think that one of the good ways to go is to be the expert in your market (as you say in the end of the article), know everything about your product and know a bit on how to channel possible customers to your website, business etc. If you are good at what you do, if you put your customers needs in the top of the priorities, and if you can market yourself a bit, you’ll never be poor.

    Thanks for the great article Brian! Always inspiring!

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