“The Sales Moment” Newsletter
“I Don’t Want To Be Too Pushy”
“The Sales Moment; Issue #105″
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If you ask anyone if they like pushy sales people, the consensus will most likely be a resounding NO! I do not enjoy being pushed any more than anyone and I detest manipulative tactics designed to squeeze a prospect into a purchase they may regret later. In other words, a scenario where the seller wins and the buyer loses.
I believe persistence is a completely different approach. A prospect can feel pushed when they do not believe their needs have been fully understood. However, providing compelling options based on a relationship built on trust, rapport and asking the right questions can lead to a win-win solution.
Recently, while speaking at The Free Agent Academy event in Woodland Park, Colorado, I had the opportunity to speak to a financial coach who was struggling gaining commitment from her prospects. Regardless of the objection she received from her prospect, she would say okay and the conversation would end. I asked her why she did not provide any options to overcome the objection and she said, “I don’t want to sound like a pushy sales person.”
The process of gaining commitment or closing can be a tense moment for the sales person and the buyer. When tension is high, trust is low and vice versa. Tension can be minimized when you develop rapport early in the sales process.
Instead of stressing out about the closing, why not focus on a solutions based process that will be reasonable for both parties. Solution based sales people want the best possible outcome for their customers.
In the example of the financial coach, I asked her if she felt she was qualified to help her prospects. Also, what would happen if she did not find a way to work with them. If she persisted to find a way to work with these people, both the financial coach and the prospect win. The opposite is a lose-lose scenario that may lead to the prospect digging a deeper hole financially or working with someone that may not have the compassion and training to lead them to a positive outcome.
You do not have to be pushy. Always look for what is in the best interest of your customers and you will win.
Have a great week!
Pierce
“Finding What You Seek; The Two Travelers and the Farmer”
“The Sales Moment; Issue #104″
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Can you control your attitude and mood in a given situation? Is happiness a condition of your environment or can you decide to be happy? Happiness and a good attitude is a choice and it comes from deliberate thoughts and actions.
Our very lives are fashioned by choice. First we make choices. Then are choices make us. ~ Anne Frank
The following is a great story about finding what you seek.
A traveler came upon an old farmer hoeing in his field beside the road. Eager to rest his feet, the wanderer hailed the countryman, who seemed happy enough to straighten his back and talk for a moment.
“What sort of people live in the next town?” asked the stranger.
“What were the people like where you’ve come from?” replied the farmer, answering the question with another question.
“They were a bad lot. Troublemakers all, and lazy too. The most selfish people in the world, and not a one of them to be trusted. I’m happy to be leaving the scoundrels.”
“Is that so?” replied the old farmer. “Well, I’m afraid that you’ll find the same sort in the next town.
Disappointed, the traveler trudged on his way, and the farmer returned to his work.
Some time later another stranger, coming from the same direction, hailed the farmer, and they stopped to talk. “What sort of people live in the next town?” he asked.
“What were the people like where you’ve come from?” replied the farmer once again.
“They were the best people in the world. Hard working, honest, and friendly. I’m sorry to be leaving them.”
“Fear not,” said the farmer. “You’ll find the same sort in the next town.”
Dan Miller wrote a compilation of inspirational stories and quotes called The Rudder of the Day. He believes that the first hour after you wake up will set the tone for the rest of your day. It is your choice to start the day with news that will bring you down. then rush out the door and cuss traffic. Or, you can begin your day with a quiet time, read the bible and something positive. Find things in your life to be grateful. It never hurts to have a good laugh and smile at people you meet during the day.
I do not deny the reality of my situation. I deny the finality of it. This too shall pass. ~ Andy Andrews from Mastering The Seven Decisions
What good things are you expecting in your life? You can start today.
Have a great week!
Pierce
“Criticism”
“The Sales Moment; Issue #103″
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Dale Carnegie said, “Unjust criticism is often a disguised compliment. It often means that you have aroused jealousy and envy. Remember that no one ever kicks a dead dog.”
Most people are more willing to dish out criticism rather than accept it graciously. In business and sales, we have to be willing to seek constructive criticism to help us improve. However, we should be slow to offer unsolicited criticism to people who did not ask for it. Frankly, we do not want advice from people we do not like or respect.
The more you try to accomplish, the more you will be criticized. Dave Ramsey addresses this topic in his new book EntreLeadership. In spite of the scores of people who have been helped by Dave’s material and the continuous stream of people on his radio show shouting, “I’m Debt Free!”, he can still bale his hate mail. Dave quotes Aristotle, “There is only one way to avoid criticism: do nothing, say nothing and be nothing.”
As hard as I try, it is difficult to ignore the constant bombardment of political commentary and more recently the criticism and media attention of Tim Tebow. I watched with interest as Tim saw the thrill of victory against the Steelers and a crushing defeat against the Patriots. I was impressed by this young man’s character and grace in both scenarios. After the defeat, he was seen in the tunnel spending time with a young man named Zachary McLeod who suffered a severe traumatic brain injury while playing high school football.
When asked about his cultural explosion, Tebow said, “I have the opportunity to be able to hang out with Zack before the game, I have the opportunity to go build a hospital in the Philippines, to go do a lot more important things than football. So I’m very thankful for that platform. I wouldn’t change it for anything.”
“Why do you look at the speck of sawdust in your brother’s eye and pay no attention to the plank in your own eye? ~ Matthew 7:3
“Criticism of others is futile and if you indulge in it often you should be warned that it can be fatal to your career.” ~ Dale Carnegie
Have a great week!
Pierce
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