Back then, I didn't know anything about sales, but I knew enough about human nature to understand that sales resistance is an oxymoron: The act of selling creates the resistance!
A recent Gallup poll on the honesty and ethical conduct of business professionals found that insurance salespeople and car salespeople ranked at the bottom of the list. But did you know that it's not just car salespeople who have a bad reputation?
Bill Brooks of the Brooks Group estimates that more than 85 percent of customers have a negative view of all salespeople.
Murphy's Sixth Law: If you perceive that there are four possible ways in which a procedure can go wrong, and circumvent these, then a fifth way, unprepared for, will promptly develop.
Murphy's Seventh Law: Left to themselves, things tend to go from bad to worse.
When you learn what your customers need and you stop trying to convince or persuade them to do something they may not want to do, you'll find them trusting you as a valued advisor and wanting to do more business with you as a result. If it's not, perhaps we can meet another day." Most salespeople are so concerned with what they're going to say next that they forget there's another human being involved in the conversation.
There's never any time that you should switch into "sales mode" with ham-handed persuasion clich? Affected speech patterns, exaggerated tones, and slow, hypnotic sounding "sales inductions" are never acceptable in today's professional selling environments. I knew a guy who pitched a mannequin (I'm not kidding)!
Speak normally, (and of course, appropriately) just as you would when you're around your friends and loved ones. He was so stuck in his own automated, habitual mode, he never bothered to notice that his prospect wasn't breathing. Know whom you're speaking with before figuring out what it is you want to say.
Don't ramble on and on about things that have no bearing on anything your prospect has said.
" Foley's technology has been used by dozens of corporations, and offers simple, cutting-edge strategies applicable to any business that sells directly to the end-user.
Murphy's Law Murphy's Laws on Business and Management Murphy's Laws on Cleanliness and Organization Murphy's Laws on Combat Murphy's Laws on Computers, Software, and Programming Murphy's Laws on Education Murphy's Laws on Experience Murphy's Laws on Experts Murphy's Laws on Medicine Murphy's Laws on Money and Finances Murphy's Laws on People Murphy's Laws on Politics Murphy's Laws on Science and Research Murphy's Laws on Technology Murphy's Laws on The Way Things Are Murphy's First Law: Anything that can go wrong will go wrong.
And if you can get your prospect to understand that, you're well on your way to becoming an outstanding salesperson.