Open up your mind

I meet with sales reps almost every day. Numerous Powerpoint presentations, pitches and proposals. Unless it's a very innovative company, I tend to walk into the room with the feeling: "Haven't I heard this before?"
Too many times I visit my PDA to add more information to my brain while I tune out the rep speaking.

If one of these reps would ask me: "How can I get your full attention?", I would be able to offer an answer:

You have to find ways to capture my curiosity. Tell me something special about your company. Don't just recite the vital stats about your company, fill them with life. Once you delighted my curiosity, I will certainly pay full attention for the next 10-15 minutes. And I might even ask you to tell me more. Isn't that what it's all about?

Watch this video and see how this technique works.

Artichokes and Tryvertising

I don't care about artichokes. My mother never made them. My father never ate an artichoke. As a frequent visitor to Whole Foods, I tend to encounter artichokes regularly. And I just walk by.

Why? Because nobody ever sold me artichokes.
On the other hand, Whole Foods tried to sell me on chicken wings, bread and salsa. Never on artichokes.

Is it really important to be sold on something? Are we that stupid that we need somebody to tell me what to buy? That's not the point.
The point is that we all have fear of the unknown. Yes, I've tasted artichokes before, but I have no idea what to do with them once I bring them home from the market. How long do I cook them? What ingredients do I need? And because I'm riddled with artichoke questions, I just pass them by in the aisle.

Expanding on my previous thread about Tryvertising, I would like to add that good sales people will help consumers overcome fear and trepidation. This may happen at the car dealership, electronic retail store or local market. Or the artichokes will never have a chance.