“This is going to hurt you worse than it hurts me,” I’d hear just before getting my rearward region spanked into next week. Whenever I used to hear this phrase – which was shockingly regular – I used to think, “Then why do it?” I mean, can’t we spare some pain for BOTH of us by overlooking that little melted-crayon-in-the-EZ Bake incident?
The wealthy salesman made another comment, more powerful than the first, that proved he was ahead of his time. Ignoring This Shift Can Kill Your Online AND Offline Sales.
Didn’t work that way. Found that out when I had children. It was one of those “upside down truths” that you appreciate with age.
Later on, my early sales training had brainwashed me into thinking that manipulation and aggression were actually the more tender side of selling. When various closes and techniques were being discussed one day, an older, quite wealthy salesman halted the conversation with, “I don’t ‘sell.’ I just give people reasons to buy.”
From that moment on, it stuck. My whole “sales” idea got turned upside down (or right side up!) Earning trust, giving useful ‘buying’ information and truly counseling people with the good and bad side of a product or service came much easier. Sales “closes” were more often the work of the customer themselves. This rid the anxiety of over-selling and gave sincerity to the “Congratulations” for making a good decision.
This approach allows you to be true-faced, not two-faced.
"We used to think, 'Oh, we could do a newsletter program on our own.' But there is NO WAY we could do one like this! It looks great, gives us a huge image increase and – best of all – it flat-out works."
Vashon Heating & Cooling Vashon Island, WA