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From the Desk of Prof. Miller Lucky Jr.

Tips on Selling Products & Services: What You Say Really Matters But How You Say It Sells!

ByProf. Miller Lucky Jr.

Professor Miller Lucky Jr., a Kennedy Center outstanding teaching-artist, theatrical director, professional actor; and, an experienced retail business-owner, shares tips on strengthening relationships between the seller and the customer-audience. His convincing and national award-winning acting performances are used on Broadway, television and film, and now, you too can become a star with your customer-audiences, while increasing your odds at getting them to buy what you’re selling.

Times are hard, duh! So tell you something about selling you don’t know already? Actually, if you are the pro that you say you are then there is really nothing more I can tell you that you haven’t heard at some sales seminar or can’t get from most on-line sources. Those are the “what’s” that really matter. But let me ask you a question: what single factor--the extra degree--that stands in the way of you closing a deal above and beyond your competitors? If you answered with any other response other than YOU, you’re wrong! YOU are the determining factor when consumers must choose between your product or service and others who are selling the same or similar things. That’s right! When it gets down to it, people don’t buy products or services from organizations, stores and so on, no, they buy from people they like! YOU are the "how" that sells! The next question is: do YOU have the superior oral communication skills needed to get people to like you; the star quality that sets you apart from your competition? Looking for an edge? Prof. Lucky suggests the following:

Practice Four “Soul Attraction Performance” Core-Competencies:

The sales presentation should be thought of as a theatrical production.
The seller-presenter should be vocally, physically and mentally prepared as a performer.
The sales presentation should be creatively active.
The seller-presenter should become a “motivator” of emotions

While improving on the four core-competencies, here’s what you can do to improve your sales approach: . .

Pre-Production

Know your customer-audience (research or observe their emotional hot-buttons)
Know what you are selling and everything there is to know about what you are selling (this will be the “ARC” of your script and the only logic that you’ll ever need)
Be enthusiastic (discover your honest and positive personality/charm, your credibility depends on it)

..Production

Grab your customer-audience’s attention (relate to your customer-audience)
Be aware of attention spans (break sales-presentation “ARC” into beats or parts)
Use customer-audience participation (get them to share their stories)
Include voice and movement as visual aids (learn what variety voice and body can do)
Be bold (use, for example, short stories and spectacle, including vocal and gesture choices)
Be sure to have a cathartic conclusion (a closing “Ah-Ha” satisfying experience)

..Post-Production

Ask for what you want with “dramatic action” (this is the climax of “how” you say it)
Inspire customer-audience to ask questions (help them discover that they want what you’re selling)
Inspire customer-audience to share their “ah-ha” feelings (observe for clues that they like you)
Close the deal (by inspiring your customer-audience to close the deal for you)

"You inspired me to approach my marketing manager and propose a program called 'Dress for Success'--where disadvantaged youth receive free clothes to wear to their EOG testing--and I hope to duplicate the program at other Wal-Marts all over the world and I owe that all to you and your creative motivation."

--Terry Tate (Client), Assistant Manager, Wal-Mart #4273, Leland, NC

For more information about “What You Say Really Matters But How You Say It Sells!” please visit www.LuckySoulAttraction.com or call Prof. Miller Lucky Jr. directly at 336.545.3338. Would you like to sign up now!