Some funny things happen to salespeople when they get in front of a prospect. One of them is the urge to blather! Blather is a bunch of words strewn about in a tangly web of pontification, insight and non-sensical delight. (After our kids were grown they often asked me why I blathered so much when I wanted to make a point.) Truth hurts sometimes!
Salespeople, at times, are not much different. It’s not hard to figure out why. Sales managers are always hounding salespeople for more sales, characters in movies proclaim that salespeople should Always Be Closing, and you want the new 90 inch HDTV for the newly remodeled family room. Pressure does some funky things to people.
So, here’s a novel and somewhat scary idea. When you’re in your next sales call don’t try to close. Try this acronym on for size. Always Create Trust-ACT.Let that be your mantra every time you walk through a door. OK, I’m being a bit facetious here but not too much. Here’s an example of what I mean. Next time you’re in Blockbusters rent Tommy Boy. There is a scene when Tommy Boy and his cohort (name forgotten) are on a sales call. The cohort, trying to show Tommy how to sell, blathers to a prospect about a product. The prospect shuts him down cold. The reality in that scene is a stark reminder of what happens when salespeople forget that prospects don’t buy features and benefits. They buy you first!
Creating trust is not always easy to do. There is a natural barrier between salespeople and prospects. Prospects don’t want to be sold even when they desperately need a solution to a problem. Prospects have learned that some salespeople, sometimes, will bend the truth in order to get a sale. With the truth of this staring you in the face then what is the best way to deal with a prospect who doesn’t know that you’re really a nice person?
More on the 18th.
The Final Thought: When I’m trusting and being myself as fully as possible everything in life reflects this by falling into place easily, often miraculously. Author Unknown