January 12, 2008
Productivity Tips Newsletter
Subject: Sales Development Dilemma
Now here is the dilemma the old traditional sales model is based on the premise of persuasion and aggressiveness. So even if Sue’s sales team wanted to remain locked into the old model situations, circumstances and events have changed so much that it is no longer profitable to convince and persuade prospects to buy what they don’t need and WANT. With advice from her trusted sales advisor Sue decided to tackle the most glaring issue before her; mindset/believes. Sue isolated the following mindset/believes:
This scarcity mindset/believe will produce premature presentations which can result in aggressive overselling, talking too much and not actively listening. Even if your solutions are the best not everyone needs and wants them right now. And just once consider the possibility that your competition is not as bad as you think.
Not everyone needs what you are selling. That is right, not everyone is a prospect. So if you have qualified thoroughly and they do not need and want you stuff no is okay. Ask yourself: “Do they really need and want my solution or do I need and want them to buy?”
There must be mutual trust for a relationship to be successful. When the prospect does not trust you, he/she may mislead you as a defense mechanism. You should know: “Is what I am doing now increasing or decreasing trust?”In a successful sale, both parties win. Selling is not combat. If the prospect loses, eventually so do you in a sale where relationship is important. There can be no losers real or perceived. Ask yourself: “Is this a good deal for both of us?”
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