After you watch this shoot me an email if you don’t cringe more than a little because you realize your clients are doing this to you all the time!
When out and about meeting people and I tell them the name of my company the dialogue always goes something like this,
New Acquaintance: “Oh, The Sales Whisperer!?. That’s an interesting name. Is it like ‘The Dog Whisperer?’”
Me: “Yes it is.”
NA: “Oh. So you train sales people how to sell more, right?”
Me: “No. I train sales people how to get their clients and prospects to act right. The sales then just happen.”
NA: (Long pause, tilted head, uncomfortable scratch of the neck…) “Great shrimp cocktail, huh? Good to meet you.”
Most people both in and out of sales do not understand that you have the right and the ability to both control the selling situation and to fire your clients if they are nit-picking you to death.
Contrary to popular belief the role of the salesperson is not to talk and educate but to ask questions and identify areas in which you can help your prospect. Then help them take possession, implement and benefit from your offering.
If you wouldn’t haggle over the cost of a CD at Blockbuster by offering half price only to get offended when they throw you out on your ear don’t let your prospects and clients do it to you.
Stand tall. Learn to ONLY call on decision-makers. Ask insightful questions. Go on meaningful, prequalified appointments with a mutually-agreed upon agendas for the meeting including the agreement to make a decision at the conclusion.
Do this and you will sell more, faster, at higher margin, with less stress and more fun in 90 days or less, guaranteed.
Remember, Life is Good. It’s “Gooder” When You’re Selling…A Lot!
