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In order to be creative you must invest the time to read, observe, and document your ideas.  Brand yourself as a smart by asking great questions.

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I like this chapter and will be using it on my pre call planning from now on. I think creativity is what sets us apart from every other sales rep in the industry and will be trying to come up with something creative tailored to each specific account.

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I like #4, The habit of collecting ideas. Documenting your good ideas as they strike and having a reference to refer to later would be beneficial.

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Being creative , liked the part of staying away from negative people, this will yield more positive results. Changing your voice mail to a more positive message to differentiate yourself from the competition. Use the tools in your toolbox that work for you and find out what works for your piers that are successful. Dare to be Different!

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Being creative , liked the part of staying away from negative people, this will yield more positive results. Changing your voice mail to a more positive message to differentiate yourself from the competition. Use the tools in your toolbox that work for you and find out what works for your piers that are successful. Dare to be Different!

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Joey

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In a given day and a given week, the same decision maker you are calling on is being called on by a dozen more reps. You have to be creative to set yourself apart as you are all selling the same commodity. Be funny, know their company better than the competition, be there for them when a shipment goes bad, etc. When you can set yourself apart from the competition, that is when your client will remember you and things like price become less of an issue.

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Always be creative and try to find an approach to your customer to deferinciate yourself from others.

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I like the idea of writing down ideas as they come to you throught the day no matter how insignificant they may seem at the moment. Also reading about creativity is an approach I had never really considered but would like to try.

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Big take away from this chapter is if the current approach is not advancing an account in the buying cycle be creative and try a different approach.

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The creative approach to ending ""we're satisfied with our current carrier....FOREVER.

Great example of engaging the prospect....(using the example of making sales call and the creativity to eliminate the objecti)

GREAT EXAMPLE!

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I had never thought of learning creativity.  I always assumed you were creative or not.  Creativity leads to being different and thus helps to be more successful.  Write down ideas for creativity as they come and go very quickly.

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I have gone fishing and I did not have time to read this chapter.  I will post something later!
Just kidding!
Remember, a 300 life time batting avg. over 10 years will get you in the Baseball Hall of Fame!

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I had a customer who would never see me, never take my calls nor would he return them. I took a cake into him, that was in the shape of a business card with my contact info. I left it at the receptionist' desk, and sure enough he called me that day for an appointment. I never did a stick of business there, but I was at least able to get into the door and qualify the account.

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Being creative in this industry isn't always easy, but when you find it, it can be a great tool to differentiate yourself! I like to get customers talking about themselves. People like to talk about themselves.

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Take away the objection BEFORE they have a chance to voice it. Don't show up just talking shop, get them talking about their shop.  We have to resist the urge to talk about us (initially)...let them talk about them.
The creative voice mail, or out of office reply...be different, and be free to be silly. Make them remember you.

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One of my favorite parts of Open Lock . Asking customer focus questions instead of carrier based questions . Customers love to talk about their company and their customers .

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We have discussed the creative voice mail message before but it struck a cord with me again.  In a day and age where so many interactions are impersonal, having a creative voice mail message can not only set you apart from your competition, it can lead back to the previous chapter on humor and give your customer a reason to laugh or smile and cause them to think positively about you, even when they aren't able to speak with you directly.

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For the most part, what we do with SAIA is really not much different than what our competitors offer.  So why would a customer want to buy from us?  We have to know our product and offerings but we MUST differentiate ourselves from everyone else.  Being creative with our problem solving, entertainments, etc...will separate us from our competition and entice customers to choose SAIA over the competition.