Sales Techniques from Fiction Writers

I started working on my third book a few months ago; it will be sales-related but written in fiction style (think suspense-drama). To learn how to best write this style of book I attended a Fiction Writer’s boot camp last week. I was surprised to learn several concepts that are directly applicable to selling. Here are three:

Start with a hook. The best novels usually start with a great hook. The more compelling your opening statement or question, the greater the likelihood your prospect will listen to the rest of your message. This applies to cold calling, voice mail messages, email, and, of course, face-to-face meetings and presentations.

Show, don’t tell. Showing characters in action instead of telling the reader what the characters are doing creates a more interesting story. Show the results your prospects can achieve instead of telling about your product, service or solution.

Use colourful dialogue. Too many sales presentations are dull and boring. The sales person either talks in a monotone voice, or reads from his/her brochure, or expects the prospect to sit through slide after slide of technical information. Create energy, excitement and enthusiasm.

Kelley Robertson helps sales professionals and businesses discover new techniques to improve their sales and profits. Receive a FREE copy of 100 Ways to Increase Your Sales by subscribing to his free newsletter available at www.kelleyrobertson.com. For information on his programs contact him at 905-633-7750 or by email.

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