“Let’s start with what great salespeople don’t do: we don’t convince people to buy. We don’t talk people into things they aren’t sure they want. Ever. What we do do is help people successfully complete a job they need to get done. We help them understand what they need to accomplish and we provide solutions to help them get things done.”
“You must ask a simple question:
‘Why did you buy this product?’
Then enact the first rule of selling: Shut up and listen. Really listen. Don’t jump in with commentary, argue with their logic or start pitching improvements to your latest version. Instead let them talk and tell the story of their experience dealing with your company and your product.”
“This is the only goal of the Meet and Greet step: To make contact and set an appointment. The only exception would be where the prospect immediately tells you that she is not the right person to talk to. This is not a bad outcome because it gives you the opportunity to get a connection to the right contact and gives you the right to say you were referred by her.”
“In the past there has been a negative image of salespeople as fast-talkers who get in your face and some salespeople are still encouraged to emulate this boneheaded approach. Do you like it when someone takes this line with you? I doubt it.”
“It’s also common for salespeople to deride mere ‘order-takers’, those salespeople who have so much demand that they don’t really have to ‘sell’. Frankly I’d rather be an an ‘order-taker’ than some kind of rabid ‘closer’.”
“By the way, you have not made the sale until you have a check and/or a signed contract and have delivered the product, including any required set-up, training, installation, etc.”