All of us in sales have heard seminar type training pitches, have participated in sales strategy sessions, and been lectured ad nauseam about the correct and effective way to present your product/services, deflect objectives, create a desire/need, and pretty much every other strategy involving effective sales principles.
All those “tips” are good….to a point. But, frankly, nothing replaces the actual sales experience. Being on the “front line” daily is the greatest teacher of all. Learn from your mistakes and sometimes failed judgement. In other words, treat the sales process as you would treat every other segment of your life. Carefully, cautiously, but, with DETERMINATION!
Let me offer a couple comparisons. For those of you who are married—-or have been married, a prospect is very much like a spouse. You know that, when a spouse gives you the silent treatment, you have most likely done something wrong and you need to figure it out—-quickly! The next words out of your mouth are critically important. Same with a client/prospect. A non response tells you that you screwed up somewhere. You have a short time to figure out what you did wrong and the next words out of your mouth are pretty critical if you want to save the opportunity———just like a marriage.
Now, those of us who have been married a LONG time think we know what to expect (usually) when we screw up—–but—-we get surprised more often than not. So, it is vitally important to always be on your toes during a sales call because you WILL get surprised!
Another example during the sales process. Do you snore? Does your spouse snore? If you are a husband, do you actually tell your wife she snores? Oh hell no! Here’s what happens. If your wife is snoring, you gently nudge her and say, “You must have been having a bad dream sweetheart”. If YOU are a snoring—–BAM! Shoulder hurts for the next hour.
Same things with sales. You should gently nudge your prospect toward the favorable decision. Prospect has the right to go, “BAM”!! Don’t ever forget it.
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