Wednesday, October 10, 2012

Keeping It Simple

Simple, the word almost sounds like the process.  A simple idea is generally the best solution to any problem.  So if your problem is the need for more customer traffic then the correct answer should be the simplest answer, Right?

Where does that thinking come from?  You have heard of K.I.S.S?  No, not the famous rock band.  But Keep It Simple Stupid or as some folks say “Keep It Stupid Simple.” 

KISS is an acronym for the design principle articulated by Kelly Johnson, lead engineer at the Lockheed Skunk Works (creators of the Lockheed U-2 and SR-71 Blackbird spy planes, among many others), Keep it simple stupid!. Variations include "keep it stupid simple", "keep it short and simple", "keep it simple sir", "keep it simple or be stupid", "keep it simple and stupid", "keep it simple and straightforward" or "keep it simple and sincere."

The KISS principle states that most systems work best if they are kept simple rather than made complex, therefore simplicity should be a key goal in design and unnecessary complexity should be avoided.  While this started as related to engineering something it has been expanded to apply to selling as well.

Famous sales trainer Fred Herman was known for his sales techniques that he put forth in books and tapes under the title Keep It Simple Salesman. He once said “If people want what we don’t have, we have no right to sell them what we do have.”  From Mr. Herman’s point of view selling is a matter of sorting.  A matter of finding the right people, the ones who want to buy what you are selling.

Advertising tells people what you are selling, so the people responding to your ads are coming to buy what you do have.  While that is an effective traffic builder, it also lowers the gross and net profits.  So while the “buyers” are in your business you need to make sure they are offered or exposed to other non-sale items to help boost the profits of their purchase totals.

Want more sales and success? Then take a tip from some of the best “pencil sales reps” and change your approach from selling features and opening to focus more on questioning – discovering whether you’re dealing with a qualified buyer, and what it might take to actually sell them.

Failing to adopt this process, you’ll just end up with a lot of frustration and a lot of unsold pencils at the end of the month.

When you are ready for your next business printing job call MI Printing at 623.582.1302.  Serving the Phoenix Metro area.

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MI Printing, LLC
Phone: 623.582.1302