Do you ever try to be more enthusiastic to make a sale and just end up pushing your prospect away? Find out why you are pushing them away instead of reeling them in with the story below.
- Ron
I've Just Won the Lottery and
I Don't Need the Business
Problem:
How many times have you run into a salesperson that pushes too hard? Who epitomizes the pushy, aggressive stereotype that we've come to loathe. Who can't accept a "no" from a prospect and think their solution is the right thing for everybody. They generally come across as desperate. This aggressive approach can work in simple transactions, but only because the prospect will want to just end the deal only to avoid any further contact. But in a more complex sale, this approach is fatal.
Diagnosis:
The truth of the matter is that all too often we are under tremendous pressure to make a sale. And although we may hate to admit it, we are occasionally desperate. The little man on our shoulder is saying, "C'mon, you need this sale to make your quota this month. You'd better push a little harder - be more enthusiastic. Sell, sell, sell!" So you start to come across as needy, pushy and aggressive. You also begin to notice a change in your prospect. No longer is he open and agreeable. Instead, he's defensive and protective. Your behavior has had just the opposite effect than what you wanted. Often this is where the sale is lost.
The Novation Selling Solution:
Let's pretend for a moment that just before you had gone on that sales call you'd stopped at a convenience store and picked up a lottery ticket...and it was a winner. A million bucks! You had finally achieved financial security! With the winning ticket in your pocket do you think your attitude on that sales call would change much? Do you think you'd come across as desperate for the sale? Not at all. Instead you'd be able to exude a quiet confidence that only a financially secure person would have. Your prospective buyer would notice that attitude and be more comfortable with you and the call would probably have a better result.
Try adopting a new attitude: the "I've just won the lottery and I don't have to make this sale" attitude and watch your fortunes change. I promise, they will!
Good Selling!
Ron Silver
For more information, check out our website at http://www.NovationSelling.com/ or call us at 910.795.0664.
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