Rule #12 – No Persuasion
March 7, 2006 by Bill Caskey
Filed under VP of Sales
This is from my very own Trainer Rule Book. Over the next few days, I’ll give you some of the rules we teach our clients who ask us to help them grow their business.
[NEVER COERCE PEOPLE PSYCHOLOGICALLY.]
Our freedom is most dear to us. When you, as a sales professional, begin to encroach on that freedom, you become the pain and you won’t make a sale. But the problem is that you won’t make it…not based upon the product or pain…but based on your approach.
Tell people upfront, ”It’s ok if you decide not to pursue this….let me know and I’ll be gone.” Give them an out. They’ll find you’re the only safe person they have to talk to. Stop being a master persuader and start being a master communicator and qualifier. That’s what separates the wannabees from the super achievers. No more persuading and defending.
How is this relevant to me and my business? Take a moment and examine your language in the last customer encounter you had. Was it full of platitudes, claims and opinions? Was it self serving? Or, better, was it real communication–not trying to convince or persuade–but trying to have an honest conversation.
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