Another Good Resource

Quote:

Originally Posted by tigerlily

They problem I see is that we as sales personnel are always trying to "sell" and in many instances almost force people to purchase our product.

Does this really happen that often?

Quote:

Originally Posted by tigerlily

The key is to help them make a decision in your favor yet make them feel they are in control of the situation!

Isn't that somewhat manipulative?

Quote:

Originally Posted by tigerlily

Reflect on how you feel when a salesperson, charity solicitor or telemarker tries to get you to do something.

How would they try to get me to do something and what would be in it for me?

Quote:

Originally Posted by Derek

This lesson reiterated some of the things I have come to learn about prospecting.

People do buy for their own reasons, and you will feel a lot of rejection if you think it is your job to convince them to buy. It is really our job to provide them the opportunity to buy when the things in their lives make them realize that they have a need and they want a solution. It is highly unlikely that our sales pitch will create this desire in a prospect.

I can support this. Derek have you been involved in many sales positions where you were asked to do otherwise?

Absolutly.

The first sales job I ever had I learned how to do my canned sales pitch and then overcome objections. In fact, every shift started with the group doing role playing where we would overcome objections and convince each other. I guess this was like warming up before the game.

I was one of the most successful salesmen in this company every month. However, I never wasted my time trying to overcome any objections. At the time, I didn't recognize why I was successful. Looking back on it I realize that it was because I didn't waste my time and energy on people that didn't want what I was selling. Instead I moved on to the next person and ended up finding a lot of people that didn't need convinced.

Derek I didn't understand the nature of the sales position you mentioned. Was that telesales?

Have you been involved in many other sales positions where you were asked to do otherwise? If you were, what was the nature of the position? Was it telesales, door to door, or something else?

Quote:

Originally Posted by Derek

The first sales job I ever had I learned how to do my canned sales pitch and then overcome objections.

That sounds so old school.

Quote:

Originally Posted by saltydog

Derek I didn't understand the nature of the sales position you mentioned. Was that telesales?

It was door-to-door

Quote:

Have you been involved in many other sales positions where you were asked to do otherwise? If you were, what was the nature of the position? Was it telesales, door to door, or something else?

Now, I am a Financial Advisor. The trainers and managers I know often encourage overcoming objections and manipulating just to get the appointment. They seem to think that people will magically want to do business as long as you can get in front of them and show them that they need something that you sell. I think they forget that people have A LOT of needs. However, they have fewer committed wants.

Quote:

Originally Posted by Derek

The trainers and managers I know often encourage overcoming objections and manipulating just to get the appointment.

How would one do this? What do they recommend?

Quote:

Originally Posted by Derek

It was door-to-door

That is standard procedure I believe for many door-to-door and even telesales companies. Unfortunately it still works to a degree. I do not have statistics but I think results might be better or the same for door-to-door and mail.

I don't see this type of hardball selling very often. Does anyone else?

Quote:

Originally Posted by SpeedRacer

I don't see this type of hardball selling very often. Does anyone else?

I don't think this is that uncommon.

Another Good Resource

Off Topic Forum