The Sales Secret -how many times have you read about this special tip which will turn your life around, transforming you into the top producer? I’ve read too many, much to my annoyance. In fact when the need to get really angry about something comes over me that’s where I go, to read what some pontificating prat offers the unsuspecting pilgrim. Those sites are positively dangerous.
The particular sales secret winding me up today is “The Confirmation Step: The Missing Link In Your Sales Process”. It arrived in my Inbox this afternoon – (I really should unsubscribe because that particular site drives me demented. It’s full of non-sensical garbage like “How to be the 800lb Gorilla in Your Market!” On the other hand it does give me plenty to fuel my frustrations).
This particular sales secret is a step in the sales process where the seller presents back to the prospect just what s/he’s understood of the requirement – what the buyer is looking for in terms of specification and price, and the buying process. The theory is we should make sure we understand what we’re pitching at before we wind up the delivery.
Not surprising really – the author is pitching a book which promises to turn the rabbit into a hare with a few encouraging words and great deal of faith. Stop me if you’ve heard this story before.
My problem here isn’t the validity of the message – that point is simply common sense.
My problem is it’s pretentious and irrelevant, and suggests the idea is revolutionary – the secret answer to reps aspiration for health, wealth and happiness. “Just do this in every sale and you’ll be wealthy beyond your wildest dreams”.
Any sales rep who needs telling this will never get a job working for me, and will never sell me anything. The fact is, not understanding what works for the customer is an absolute disqualifier. The rep who doesn’t aim the offer properly is automatically excluded from the deal.
So the reason you shouldn’t need to know this particular secret is?
Anybody who needs to be told to check what the customer is buying before making the sales pitch is too stupid to be a sales rep.
They should get a job flipping burgers or parking cars.
I don’t usually do this, but just to prove my point about the snake oil being punted around the Internet, you don’t want to read these!
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