ng all day, but they have just closed the door to new customers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to go somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing t

SELL THE SIZZLE NOT THE STEAK this was the first bit of sales advice I was given at my first job. Now if you have never sold anything before you have no idea what that means – just like I had no idea what that meant when I first heard it. However, now that I have learned the meaning of that statement it has come to be one of the most important pieces of advice I have ever learnt.

Most people in their lives end up having to be in sales. Huh?, You ask. Well, are you employed? Have you gotten into college? Are you in a relationship? Do you rent a place to live? Did you ever get an allowance? Get into a store after it closed?

Unless you are comatose or a celebrity heiress, I am quite sure you have at least sold yourself AND you have even been successful. This could be the strongest boost of confidence when one begins a sales job. Just knowing that they have sold in the past will help one know that yes YOU CAN SELL AGAIN.

So you have read this far because you want to know how to do it. So lets take one example from the paragraph above and see if you whether you have sold the sizzle or the steak. Here is the scenario: You haven’t eaten all day and you get to the deli whose food you have been craving all day, but they have just closed the door to new customers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to go somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing t

s come to be one of the most important pieces of advice I have ever learnt.

Most people in their lives end up having to be in sales. Huh?, You ask. Well, are you employed? Have you gotten into college? Are you in a relationship? Do you rent a place to live? Did you ever get an allowance? Get into a store after it closed?

Unless you are comatose or a celebrity heiress, I am quite sure you have at least sold yourself AND you have even been successful. This could be the strongest boost of confidence when one begins a sales job. Just knowing that they have sold in the past will help one know that yes YOU CAN SELL AGAIN.

So you have read this far because you want to know how to do it. So lets take one example from the paragraph above and see if you whether you have sold the sizzle or the steak. Here is the scenario: You haven’t eaten all day and you get to the deli whose food you have been craving all day, but they have just closed the door to new customers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to go somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing t

tore after it closed?

Unless you are comatose or a celebrity heiress, I am quite sure you have at least sold yourself AND you have even been successful. This could be the strongest boost of confidence when one begins a sales job. Just knowing that they have sold in the past will help one know that yes YOU CAN SELL AGAIN.

So you have read this far because you want to know how to do it. So lets take one example from the paragraph above and see if you whether you have sold the sizzle or the steak. Here is the scenario: You haven’t eaten all day and you get to the deli whose food you have been craving all day, but they have just closed the door to new customers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to go somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing t

s YOU CAN SELL AGAIN.

So you have read this far because you want to know how to do it. So lets take one example from the paragraph above and see if you whether you have sold the sizzle or the steak. Here is the scenario: You haven’t eaten all day and you get to the deli whose food you have been craving all day, but they have just closed the door to new customers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to go somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing t

ng all day, but they have just closed the door to new customers. You are frantic since you don’t know where else to go and besides you had your set on your deli and you do not want to go somewhere else.

So you have 2 options: 1) you forcefully explain that there is still a minute left until closing time and how could the employee dare close the door doesn’t he know what an idiot he is or 2) you explain how helpful it would be if the employee could just let you in and how you are so hungry and it would make you so happy

Which option do you think will work? Isn’t option 1 kind of like the salesman who says “you need this product”, “how could you live without it?” Option 2 is like the sales man who carefully explains the benefits to the product, fits into the needs of the customer and hopes for a win. The steak is you getting in the door, the sizzle is the benefits derived from you getting in the door. In this case, it is the good feeling the employee gets from helping you. There is no guarantee that selling sizzle works nor is their a guarantee that forcing a sale will not. BUT logically who would you buy from?

I have developed a formula for deciding on the sizzle and which points to market for success. See my sales tips at www.biyts.info for more advice!