Sales skills

I find it increasingly important to learn skills that help me to 'sell my work'. Part of it is to overcome other people's objections, whether it be a certain tool, method or process. It comes down to methods skilled sales people use. I have learned two of these recently:

• Initial Benefit Statement (IBS): Internal and external customer's are interested in their benefit to your solution. Start a conversation or meeting with "Today I would like to show you how to provide training to the organization in less time and with less hassle!" The benefits for the customer or your colleague are clear and he he will surely become interested in what you have to offer.
• What's in it for me? (WIFM): This is probably one of the most frequently asked question these days. Even though people might act polite and interested on the surface, what they really want to know, is what benefits your solution has to them.
  

Now, take some time to chill:

When a young salesman met his untimely end, he was informed that he had a choice about where he would spend his eternity: Heaven or Hell. He was allowed to visit both places, and then make his decision afterwards. "I'll see Heaven first," said the salesman, and an angel led through the gates on a private tour. Inside it was very peaceful and serene, and all the people there were playing harps and eating grapes. "Can I see Hell now?" he asked. The angel pointed him to the elevator, and he went down to the Basement where he was greeted by one of Satan's loyal followers. The salesman was led through a tour of what appeared to be the best night clubs he'd ever seen. People were partying loudly, and having a 'Hell of a time'. When the tour ended, he was sent back up where the angel asked him if he had reached a final decision. "Yes, I have," he replied. "As great as Heaven looks and all, I have to admit that Hell was more of my kind of place. I've decided to spend my eternity down there." The salesman was sent to hell, where he was immediately thrown into a cave and was chained to a wall, and he was subjected to various tortures. "When I came down here for the tour," he yelled with anger and pain, "I was shown a whole bunch of bars and parties and other great stuff! What happened?!" The devil replied, "Oh, that! That was just the Sales Demo."