From Pencils to Profit: How Learning to Sell a Simple Writing Tool Can Elevate Your Sales Career.

From Pencils to Profit: How Learning to Sell a Simple Writing Tool Can Elevate Your Sales Career.

From Pencils to Profit: How Learning to Sell a Simple Writing Tool Can Elevate Your Sales Career.

Written by Reece

The new sales manager, Larry, slid his pencil across the table to Tom and said: “Sell me this pencil!” Tom thought for a minute, looked at each of us, rolled it back to Larry, and said, “I don’t sell pencils, Larry. I sell software!” Larry smiled and said, “You are wrong, Tom! You now sell nothing!” I didn’t sell pencils either, but I quickly discovered how!

The best sales advice I ever received was to sell the problem you solve, the benefit you provide, not the product you offer.

Like Tom, most of the sales team failed Larry’s pencil test. We focused on trying to sell the features of the pencil instead of finding out what motivated Larry to buy a pencil.

After all, it was just a common, ordinary, everyday pencil. It wasn’t a complex piece of software.

Great Salespeople Know How to Sell a Pencil

The product is irrelevant if your solution does not solve your prospect’s problems. Remember, people buy solutions to their problems. Great salespeople know how to uncover a problem and provide a solution. Remember it’s not just a “pencil”; it’s a solution to a writing problem. If you can sell a pencil correctly, you can sell anything.

The Secret to Selling a Pencil.

The secret to selling starts with understanding the entire sales process. Just because it is a simple pencil doesn’t mean you can skip straight to the close.

Don’t Forget to Qualify!

There are five stages of the sales process, In my opinion, qualifying your prospect is the most important and will be the focus of the rest of this post. In case you have forgotten, the five stages of the sales process are:

  • Prospect
  • Qualify
  • Present
  • Overcome objections
  • Close

I look at qualifying as a way to eliminate people that are not a good fit for the product or service. The way I like to determine this is to ask open-ended questions.

Notice I didn’t say pitch my product; there is a difference. I am willing to bet 90% of salespeople when asked to sell a pencil, start pitching instead of asking a single question.

If you want to be great in sales, spend more time asking questions and less time pitching your product. 

16 Qualifying Questions You Probably Never Thought to Ask When Asked to Sell a Pencil:

  • How often do you use a pencil?
  • What type of pencils do you normally use?
  • What do you mainly use a pencil for?
  • Do you ever use your pencil to draw?
  • Do you prefer hard or soft lead?
  • Do you use any other writing devices besides pencils?
  • Would different colors benefit you and your organization?
  • How important is a sharp tip, a flexible base, and a sturdy eraser to you?
  • If I could save you time by selling you a pencil that you never had to sharpen, would that benefit you?
  • Is a comfortable grip important to you?
  • Are crisp, clean lines and precision important to you?
  • Would you like your next pencil to be environmentally friendly?
  • Are there any features you want to see on your next pencil that your current pencil does not have?
  • What are the biggest challenges you face with your current pencil?
  • Have you tried other pencil vendors? If so, what did you like and what didn’t you like about their pencils?
  • Is there anyone else involved in making the decision to buy this pencil that should be present?

Each question is designed to elicit a response, uncover a need and qualify your pencil prospect to ensure they are a good fit. Once you properly qualify your prospect, you can move to the presentation stage of the sales process.

How many sales opportunities have you lost or wasted time by not properly qualifying your sales prospects?

If you don’t qualify your prospects correctly, chances are your sales career will be short-lived, like Tom’s was.

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From Complexity to Clarity: The Impact of Simplicity on Your Brand Message

From Complexity to Clarity: The Impact of Simplicity on Your Brand Message

From Complexity to Clarity: The Impact of Simplicity on Your Brand Message

Written by Reece

Today consumers are bombarded with information from every direction. Trying to stand out from the crowd with flashy graphics, complex messaging, and complicated product offerings can be tempting as a marketer. However, sometimes the most effective approach is the simplest one. That’s why it’s essential to understand the power of simplicity in marketing campaigns.

First and foremost, simplicity is essential for clarity. When you’re trying to communicate a message or offer, it’s important to keep it clear and concise. 

Consumers don’t have the time or patience to sift through complex messaging or cluttered design. By simplifying your message, you make it easier for consumers to understand what you’re offering and why they should care. This can lead to increased engagement and conversion rates.

Simplicity is also crucial for creating a memorable brand. Think about some of the most successful brands in the world – Apple, Nike, and Coca-Cola. What do they all have in common? They all have simple, recognizable logos and messaging that is easy to remember. Keeping your branding simple makes it easier for consumers to remember your brand and recognize it in a sea of competitors.

But simplicity isn’t just about making things easier for your audience – it’s also about creating a better customer experience. When you make it easy for customers to understand what you’re offering and how it works, they’re more likely to have a positive experience with your brand. This can lead to positive reviews, word-of-mouth referrals, and repeat business.

How can you incorporate simplicity into your marketing campaigns? Here are a few tips:

  • Focus on one message or offer at a time – don’t overwhelm your audience with too much information or complexity.
  • Use clear and concise language – avoid jargon and technical terms that might confuse your audience. FYI, Ernest Hemingway wrote at a 4th-grade level.
  • Keep your design clean and uncluttered – make it easy for your audience to focus on the most important information.

 By simplifying your messaging, design, and customer experience, you can cut through the noise, build a memorable brand, and establish trust with your audience. So, the next time you’re crafting a marketing campaign, remember: less is often more.

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