Front Office Box

‘Tis better to be silent and be thought a fool, than to speak and remove all doubt.’ Abraham Lincoln

It’s as true in selling as in any other walk of life, if not more so.

Recently I read a post by one of those annoying “sellerazi” (so named by my good friend @canvasman). We come across these people all the time. The ones who think we’re more stupid than them. They make the most outrageous claims for whatever they’re pushing, insisting it’s exactly what we need to make us wealthy and healthy.

This particular individual was pushing his “motivational” book which encourages sales guys to be confident, assertive and successful. His main pitch was the secret to successful selling is all in the mind.

“Be 100% convinced your product or service is exactly what the prospect needs before you make the first sales call.”

Either this guy never buys anything, or is “Madorfing” his way into other people’s pockets.

Normal people, like us, know how annoying the pushy sales guy is. The one who hasn’t bothered to find out anything about us, doesn’t care what our priorities or constraints are. He’s just after our money.

Contrast this with the guy who spends time finding out what we want to do, what we’ve tried before, or researched. He, or she, has helped people like us before.

Which one do you want to buy from?

So my rule for the first sales call is “keep my mouth shut”.

I’ll need to spend a few minutes earning the right to be on the field.

I’ll need to explain in general terms why people buy from me, and how they benefit from it.

Apart from that I’ll ask leading questions and sit back, with my mouth shut, while the prospect tells me how to sell it to her.

July 6th, 2009 - Posted in Uncategorized  |  Add a Comment