June 19th, 2003
Sales & Sales Management Newsletter
This issue deals with unwarranted rejection and using ethics to keep your prospect from making a "real bad" decision.
by Ted Gulas
Despite these conditions, the decision maker picked an inferior competitor with a less-than-effective solution. Dejected and discouraged - knowing deep down at his core that his prospect was making a bad decision - Billy Bob left confused and wanting to challenge the decision. He just did not know how to do it.
Mary Sue explained that Billy Bob needed to be perceived as a consultant not a salesperson. Here is her recommendation:
"Mr. prospect, I understand and respect your decision to use my competitor, and I am through selling, so can I tell you something without getting your mad?" Hopefully, you realize that I am no longer selling so perhaps I can offer some advice? P A U S E... "You are making a big mistake. With all due respect to my competition the solution you have chosen is flawed. Here is why; Impact Reason 1, Impact Reason 2, Impact Reason 3..."
Mary Sue reiterated, "you never use this to vent frustrations, or when you have been out sold, only when you can verify with facts that the prospect is making a mistake." Remember being respected is more important than being loved in the sales business. And don't consultants get paid big bucks to point out problems and to suggest solutions? As a strategy, this approach may not work. On the other hand, wont you now leave the prospect with dignity knowing you did the right thing?
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