When I was a kid growing up in Southern California, he occasionally let me tag along to his office or to one of his clients. They would go out of their way to explain to me how great my father was and how helpful he had been to them for so many years. And it was these experiences that shaped my personal view of what “sales” is all about – serving people really well. Secondly, a great sales person carries a conviction about the product/solution they represent. If you don’t have this conviction, I’d recommend you look hard at alternative companies (or careers) that will allow you to sell and serve clients with this attitude.
Category Archives: Prospecting
No I Don’t Need Surgery On My Knee, Thank You
The doctor could easily take an X-Ray or MRI and say, “You need surgery on that knee.” Even if the diagnosis is absolutely correct, the ailing patient is likely to be skeptical. He may wonder, “How does he know that already?” “What are my other treatment options?” “Maybe I should get a second opinion.” Regardless, the patient is hesitant at best and more likely skeptical – in large part because the Doctor has provided exactly one option – surgery!
Don’t be a Jack of All Trades and a Master of None
One red flag that potential buyers tend to watch for in evaluating vendors is when a competitor contends that they have a “breadth of capabilities” that is perceived by the prospect as sounding like a “jack of all trades.”
Using the Walk Away Strategy…to Win?
Sneak Preview from UnSelling: Sell Less to Win More. What if you could use the walk away strategy to actually win deals? By politely confronting the prospect to allow you access to key information in order to develop a credible and relevant solution.
“Whiplash” Questions
We don’t hope that bad news won’t come up, we proactively ensure that it does. That’s selling suicide, isn’t it?! That’s why I call it a whiplash statement – it is intended to be provocative. If you were with another sales team member when you made this statement their head would snap your way (hence the reason we call it a “whiplash” question) with a look that says, “What in the world are you saying that for?!”