Is "Assuming The Sale" Manipulative?

Quote:

Originally Posted by MaxReferrals

It's cheap and shallow -- does nothing to determine
immediate and inner needs and concerns of the prospect.

These two issues are essential to being viewed as a
trusted advisor rather than a salesman.

I agree, M.R.

If you're not "assuming the sale", what are you doing? The comment seems to imply that an astute SR cannot care for his prospects (if the sale is assumed). It also seems to imply that broad probing (to identify needs) hasn't taken place.

I've walked out of more accounts (because there wasn't a fit, the timing was right, etc.).

Cheap? Shallow? Are you guys in sales for a living? The choice of words makes me think that the forum is losing traction.

Quote:

Originally Posted by OUTSource Sales

If you're not "assuming the sale", what are you doing? The comment seems to imply that an astute SR cannot care for his prospects (if the sale is assumed). It also seems to imply that broad probing (to identify needs) hasn't taken place.

I've walked out of more accounts (because there wasn't a fit, the timing was right, etc.).

Cheap? Shallow? Are you guys in sales for a living? The choice of words makes me think that the forum is losing traction.

This is Wonderboy's original question:

Quote:

Originally Posted by Wonderboy

It seems to me that when you start asking questions of the prospect such as "Would you like that in blue or black?" without even first ascertaining if he wants your product at all, then you're manipulating which I think is the major reason for returns.

Anyone have first-hand experience at this or have any further thoughts?

Is that the post you're responding to Pat?

MaxReferrals stated, "It's cheap and shallow -- does nothing to determine immediate and inner needs and concerns of the prospect."

If you pick on a single, isolated example of the selling process I suppose everything we do could be perceived as "cheap & shallow'. I (for one) feel that is a blow to the people who've been in the game the longest because we've worked hard at personalizing our approach.

By definition, "the sale is assumed" or we wouldn't be paid: Perhaps it's cheap and shallow to accept our commissions ...

Point made but quite frankly we're using up cycles and "bumping into trees" (versus the 10,000 foot picture).

Good luck & Good Selling!
Pat

Is "Assuming The Sale" Manipulative?

Persuasion and Influence Forum