Selling Oysters That Are Not Stunned


If you’re bringing an innovative service or product to market, your job description could include “have successful missionary background” because you will be having to convert a lot of non-believers-needers-wanters. Because they’ve never heard of what you sell, they don’t need it, they don’t want it, and they don’t believe it will do what you say.

Missionary sales requires multiple contacts with the same prospects, education of the prospects, dealing with unforeseen objections, and presenting proofs and guarantees. Sell the concept first before selling the product. Testimonials need to be gathered quickly from those you’ve “saved”. Even then, you can only save those who want to be saved. Gear up for a long sales cycle.

Is it eating away at you? Finding the prospects is easy. Since no one sells what you sell, the world is your oyster. Convincing them to eat something that’s still alive and not dead or stunned is quite another task.


When a Brick Isn’t a Brick


Customer give you a problem you can’t solve? Having a hard time to be creative to develop a new marketing piece? Psychologist Ellen Langer said to get the creative juices flowing, add the simple phrase “could be” to look at a problem.

Her experiments showed that if one group of subjects were given a brick and were told “it’s a brick”, they couldn’t see any other creative uses for it. Their mindset was frozen as “it’s a brick”. The next test group was given the same brick and told, “This could be a brick.”

When the last group was asked how many other ways a brick could be used, they said it could serve as a foot warmer, weapon, paperweight, step, bookend, fulcrum, or as a source for red powder.

Solve this problem: Price could be a factor. (That’s right – price is no longer just a brick.)