Are You For Me or Against Me? A Trust-Based Approach to Sales

Think back to high school.

Were you a “Chief,” a “Bear,” a “Pirate”?

At my own dear school, we were called the “Will Rogers Ropers.”

Do you still recall the chants and songs  you would do at your games?

I do.

Who were your ‘arch rivals’?

Chances are good that would be the nearest school with teams in the same division – you ‘hated’ them and they ‘hated’ you.

As a ‘Roper,’only a traitor would actually make friends with one of those Memorial Chargers [ :-))

From the playground, to high school,to college and beyond – we are biased

We’ve been studying ‘cognitive bias’ as it relates to the sales process and those responsible for sales, and we’ve discovered that cognitive biases are default responses that can help make (or break) sales.Continue reading

The Sales Scandal You Can Avoid

I HEARD SOMEONE COMPLAINING about an experience with a cashier at a department store. The clerk let him wait at the counter, while she worked at the computer/register and wouldn’t even acknowledge his presence.

He finally asked, “Should I go check out at another counter?”

The clerk said, “That’s a good idea. I am looking something up.”

She then turned back to the computer screen, without even offering a reason why she couldn’t stop what she was doing in order to help him with a purchase — after all, isn’t SELLING SOMETHING the primary reason for business in the first place?

The irate customer finished the story by exclaiming, “You could sure tell she wasn’t on commission!”

Which came first: The poor service or the lousy paycheck?

I understand the premise: Pay-for-performance jobs encourage more diligence than does hourly work. The salesperson has more incentive to be helpful when salary is somehow tied to results.

There’s another way of looking at it, though. I call it “Pay for attitude.”

One sure way to improve your lot in life — whatever your present situation may be — is to assume responsibility and embrace every opportunity to help others.

At the root of the problem (and the solution) is ATTITUDE!

  • Do you think commissioned salespeople are professional manipulators?
  • Are you apt to mistrust anyone in sales?
  • If the person helping you says he or she isn’t “on commission,” does the claim make you trust that person more?

One more very personal question: Are you embarrassed to think of yourself as a “salesperson”?

You see, most business owners and engaged employees are proud of the products and services produced by their company … they just don’t want to have to SELL them.

The problem isn’t that selling is bad; the problem is the lack of a coherent and simple-to-enact sales strategy.

the Jedi Salesman

Jedi Salesman – CC via Brad Montgomery

As soon as the selling process becomes a battle between salesperson and prospect, one trying to convince the other to buy something, the presentation turns sour for both.

Integrity is up to the individual. The job doesn’t make the person, the person makes the job.

To take it even further, the person with the least confidence is the one most apt to try to force a sale.

Doctor, lawyer, CEO, banker, professional, or executive … whoever you are — this is a key concept to grasp: YOU must think differently about what sales Is and what is good or bad about it. Most of your negative concept is perception; it is not reality.

The bottom line truth about sales

The late Zig Ziglar repeatedly reminded us that “Nothing happens until somebody sells something.” Every business is dependent on sales … so, why in the world should we look down on the very process that makes all of our jobs, our homes, and our very lives possible?

Nothing happens until somebody sells something.

When you begin to view your work as a mutual exchange of value, your dislike of the sales process will begin to change. And when you are CONFIDENT of the value you provide and are able to EFFECTIVELY communicate that value, your sales presentation success rate will skyrocket … and you will begin to ENJOY, rather than avoid, the sales process.

You see, your level of sales success is much more dependent upon WHAT YOU THINK than it is about what your prospect thinks.

The place to begin … is with YOU!

If You Can Sell Something … You Can Sell Anything

LAST WEEK, I received a question from a friend in the U.K. He is still in sales, but has changed industries and wants tips on how to transition smoothly.

That is a situation most salespeople will face at least once in their careers — and sometimes multiple times.

These principles work for any salesperson in any industry.

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