Picture the scene, you are on a train platform and a fellow passenger smiles at you. They look friendly and professional enough, so you smile back. Then they quickly walk over to you and tell you how great they are at their job, how much of a catch they are and that they are sure they can make you happy. Then they ask you to marry them! How would you feel? Would you be shocked that a smile had developed so quickly into a proposal? Would you wonder why they hadn’t spoken to you first and got to know you a bit more? Whatever your initial thoughts, it’s highly likely that you would at best refuse and at worst run off!
This is exactly what happens when you connect with someone (either on LinkedIn or by another method) then immediately ask your connection to buy something from you or meet you for a sales appointment. This approach feels rushed and not centred around them and their needs.
Think of a sale like a romantic relationship. If you were on a first date and your date spent the whole evening talking about themselves and what they wanted out of life, you probably wouldn’t want to see them again. Everybody’s favourite subject is….themselves! So we respond well to questions about what we do, how we do it and why we do it. Find out a bit more about your connection in a genuine and authentic way. That way you can discover whether you have connected with a prospective buyer, a new friend or just a great connection to learn from. Continue reading →
When salespeople tell me they are still cold calling I ask them ‘When did you last buy from a cold call?’ Almost all say never!
If they want training on how to get passed gatekeepers I ask them ‘How would you feel if someone tricked their way passed your gatekeeper? Would you want to build rapport and buy from them?’ Guess how they answer that one!
We have a wealth of knowledge about how people buy because we all buy stuff all the time. If a fancy sales trick doesn’t work on you then it probably won’t work on anyone like you. Continue reading →
No, I haven’t gone mad; I just want to show you that it’s a mindset and culture thing!
Most training courses consist of the sharing of tools and techniques to use and implement in your organisation. These tools rely on the desire, commitment and will of the learner to use them.
The trouble is it’s not that simple. If it was just down to learning the tools then we would have no problem selling, serving, losing weight, managing time, finding love or any of the other goals we want to achieve in life.
It takes more than that. It takes a real desire to want to do something differently or better and the right culture to do it in.
There is little point in JUST giving your people tools for how to give a great sales and service experience. They know what ‘great’ does and doesn’t look like, they see it every day as customers themselves. It has to go deeper than that. They need to understand WHY they WANT to do it. Continue reading →