If you use fly paper, you know it is difficult for flies to leave once they land. It is important to recognize that it isn't one point of contact that sticks them. The flies will start with one point, then another and another until they can't leave. As salespeople we need to adopt this stickiness mentality. When dealing with prospects we often begin with one contact point. The objective is to have several contact points instead of just one. One of the biggest mistakes salespeople make is to go for the close after they uncover an opportunity. Fly paper doesn't do this. In fact fly paper doesn't move at all. It just sits there and waits for more connection points with the fly. A salesperson should do the same thing. We need to listen better and question more, uncovering and making contact with more pain points to achieve the strongest opportunity with customers. This sales strategy will create the holding power we want with customers. Making them stick with you like fly paper.

Get Stickier with More Services We can apply the fly paper sales strategy when we have more than one service to offer. Frankly, who doesn't offer more than one service or one product? The problem is that many of our customers don't know about our multiple services unless we make them aware of them. Remember, use the fly paper strategy, listen and ask questions. The goal is to draw in the customer as they reveal problems. We can share our solution when the time is ripe and our multiple solutions will do the rest. Once our customer is connected with more than one service it becomes very difficult for them to leave. This remains true even if a competitor tries to free them from our web of solutions and problem solving points of

Attracting More Customers When we are trying to attract a customer we can also adopt this sales strategy with our competition. Even if a competitor has a strong hold of an attractive client this can work. What we need is more contact points with the customer and we can pull them away with our multiple solutions. I suggest this because in many cases the competition isn't adopting a fly paper strategy and clings to a single solution with their customer. This makes is easier for you to come around and provide a multiple solution so they stick with you.

Solve More Customer Problems The secret to this fly paper sales strategy is to always seek multiple ways of solving customer's problems and become a one-stop, single source for them. If we adopt this sales strategy, we must always ask questions and never stop asking questions at just one single problem we can solve. There is a difference between talking too much, and asking too many questions. It is difficult to ask too many questions as long as the questions are uncovering problems. Remember, our goal is to make customers stick like fly paper with multiple contacts.