My sales perspective flies in the face of traditional selling. And it’s not just a disruption, it’s the new way of sales. What’s your perspective?
Here are seven realities to get your thinking started:
FIRST REALITY: Traditional selling is aggressive – telling, pitching, manipulating, and closing. This old-world approach to sales is over and has been for more than a decade.
SECOND REALITY: The first sale that’s made is the salesperson. If the prospective customer does not by you, they’re not buying anything.
THIRD REALITY: The customer is as smart or smarter than you are. The internet has provided them with competitive savvy and social media has provides proof.
FORTH REALITY: Your customers and prospects are busy with THEIR stuff and may have little or no time to be bothered by you and your stuff. It’s so much more powerful when they find you in time of need.
FIFTH REALITY: Customers and prospects want intellectual engagement about how THEY WIN, not a sales pitch! They do not care about your urgency to make quota. They only care about their urgency to make profit.
SIXTH REALITY: The prospective customer must perceive value in your sales offering, trust you as a person and as a company, perceive that they win as a result of purchase, and be able to visualize outcome after purchase (maybe with the help of your video testimonials).
SEVENTH REALITY: You better have a social presence and a social reputation that proves your worth to others, and provides peace of mind to the prospect.
Look at this list – carefully – and see if what you do, the actions you take, or any of the strategies about how you sell are contained here. If they are, you will consistently lose to the ‘new way.’
Me? I prefer to be assertive. Assertive salespeople ask. Aggressive salespeople tell. Assertive salespeople go for the customer. Aggressive salespeople go for the sale.
Which one are you? It’s the difference between the old way and the new way.
The ‘new way’ is next week – stay tuned!
Reprinted with permission from Jeffrey H. Gitomer and Buy Gitomer.
About the Author
Jeffrey Gitomer is the author of The Sales Bible, Customer Satisfaction is Worthless Customer Loyalty is Priceless, The Little Red Book of Selling, The Little Red Book of Sales Answers, The Little Black Book of Connections, The Little Gold Book of YES! Attitude, The Little Green Book of Getting Your Way, The Little Platinum Book of Cha-Ching, The Little Teal Book of Trust, The Little Book of Leadership, and Social BOOM! His website, www.gitomer.com, will lead you to more information about training and seminars, or email him personally at [email protected].
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