The Either or Close?

Quote:

Originally Posted by MitchM

Okay, if that quote isn't clever what is it? Is it a nonsense statement?

MitchM

Yes, in my opinion.

Quote:

Originally Posted by MitchM

I don't attempt to get a sale.

MitchM

MitchM, think what fun you could have in you did attempt to get a sale! Selling is fun!

I believe we're using words differently - different definitions for selling, different contexts, Skip. Selling the way I understand many people to use it is to attempt to convince someone he or she needs this or that, over come objections, answer questions along the way, maybe make it either this or that, uncover needs and what's missing, apply more tools to make the sale.

Okay, I converse with people and when one says he or she has this need I find out a little more they say what I have to address that need and ask if it's wanted or not. If the answer is NOT I drop it.

If I were selling as I use the word I wouldn't drop it at NOT - I'd continue to probe - do all of the above. That's what I don't do.

AND I have fun. Maybe I do it all wrong, Skip - maybe I'll change my tune one day and go from amateur to professional - maybe I don't get it.

Hey, I've got an appointment tomorrow - the man said he wants what I got already so the close has happened unless he changes his mind - I wouldn't be sitting down with him if he hadn't already said he wants what I got.

My job tomorrow is to get to know him a little more, show him some options, and let him close the deal on me.

The best of the best to you.

MitchM

Quote:

Originally Posted by MitchM

Selling the way I understand many people to use it is to attempt to convince someone he or she needs this or that, over come objections, answer questions along the way, maybe make it either this or that, uncover needs and what's missing, apply more tools to make the sale.

MitchM, I agree that attempting to convince someone they need something is almost always barking up the wrong tree (unless you can educate a prospect to the point that they will conclude that they need what you have to offer, then you're adding value).

But for the life of me, I don't understand what's wrong with handling objections (part of broader life), "answering questions along the way", and uncovering needs (as I believe understanding the prospects needs and desires are the single most important role of the salesperson because prospects don't buy anything unless they have a need).

Quote:

Originally Posted by MitchM

Maybe I do it all wrong, Skip - maybe I'll change my tune one day and go from amateur to professional - maybe I don't get it.

MitchM

I'm sorry if I made you feel that I think you sell all wrong. That's not my intention. Part of me is trying to understand your point-of-view, and part of me is perhaps trying to enlighten you to a broader perspective about selling.

I'm curious: What does being "professional" mean to you? Does that have a negative connotation in your thinking?

Thanks.

Quote:

Originally Posted by BossMan

In my opinion the confidence that comes from believing you can handle what comes your way because you possess a broad set of tools shouldn't be underestimated.

Well put, BossMan.

No one makes me feel right or wrong, Skip, least so online personalities. It's all objective and disinterested conversation one might reflect on for pleasure and learning - or just passing the time away.

"I'm curious: What does being "professional" mean to you? Does that have a negative connotation in your thinking?" -- Skip

I'd defer to any good dictionary's definition of professional in every sense of the word. It has no negative connotations to me and typically defines someone who is doing something that requires education and skill with a goal toward doing what one does well. But there are other definitions also.

I define myself as an amateur in the oldest sense of the word, at least one of them, meaning the study, discipline and love of doing something.

"Maybe I do it all wrong" is something I reflect on from time to time in the event that I am doing it or some of it all wrong and that I might have the ability to see it. But that's what disciplined amateurs and professionals do I would hope.

MitchM

Quote:

Originally Posted by MitchM

I believe we're using words differently - different definitions for selling, different contexts, Skip. Selling the way I understand many people to use it is to attempt to convince someone he or she needs this or that, over come objections, answer questions along the way, maybe make it either this or that, uncover needs and what's missing, apply more tools to make the sale. MitchM

That is a fairly accurate summation of what Skip has previously represented as "selling." Furthermore, most other salespeople, sales managers and sales trainers agree.

However, most of the people that we have trained increased their sales substantially by not "selling" - that way.

Quote:

Originally Posted by JacquesWerth

That is a fairly accurate summation of what Skip has previously represented as "selling." Furthermore, most other salespeople, sales managers and sales trainers agree.

However, most of the people that we have trained increased their sales substantially by not "selling" - that way.

For the record, here is how I feel about the points in MitchM's post which you are referring to in your post:

I do not believe selling is "attempting to convince someone he or she needs this or that" (MitchM's words), but persuasion is a quality of top-performing salespeople and top performers in all types of endeavors, therefore you are incorrect in this.

I do believe that a salesperson has to handle a prospect's objections, so you're partially correct in this. I think it's good to know that your "high probability selling" model does not teach how to handle objections.

I do believe top performing salespeople "answer questions along the way" (MitchM's words), so you are correct in this. It's interesting to know that your "high probability selling" model does not think it's important to "answer questions along the way"

I dont know what MitchM meant by "maybe make it either this or that" so I can't comment on that.

I do believe top perfroming salespeople uncover needs, so you are correct in that. I think it's good for everyone in this forum know that you don't think it's important to uncover needs in your "high probability selling" model.

I do believe in applying "more tools" to make the sale. I just don't think "high probability selling" tools are all they're cracked up to be, but there are lots of other good "tools" like being friendly and likeable, being a good listener, asking questions, asking for the order, treating prospects with respect, etc.

Skip

I have to keep going back to my understanding of the high probability principles - I'm the first to admit I'm an amateur in this and I haven't taken any formal training in HPS - because when I digress, when I slip into using this tool or that, when I get into the "educator" mode of behavior, when I find myself attempting to make a friend by building rapport - when I apply tools to uncover needs or touch a nerve with a dental pick - not only does my self esteem go down immediately BUT - I can recover from that - my sales, my business also takes a dive AND I don't want to recover from that.

So I digress rarely these days.

Since my business - my profit - is dependent on a network of independent distributors their success is my success - this is an extremely challenging thing I do with a body of amateurs from the lowest to occasionally the highest degree - there are exceptions.

SO I have to observe - watch and check myself - everyone and myself and doing that, Skip, I see the same thing: those who do or approximate what I do are having some degree of success and those who don't aren't AND they are frustrated.

Trust and Inquiry and Conditions of Satisfation are areas I'm in study with still learning, still improving.

As far as listening and asking questions - that's an obvious for everyone here I would think. Look, if I meet a guy in a Panera bakery and he says he's tired or he's not making it financially I'll ask a few questions, listen - common sence, civility is what I call that, not a tactic in my mind but let's say it's information gathering.

"I'm with a company called Reliv, our products have helped people feel more energetic. They're balanced nutrition and they're absorbed quickly. Does that sound like something you want?"

OR

I'm with a nutritional company called Reliv, it's a direct sales/network marketing company located in St. Louis. Earning immediate income through personal sales and residual income through group sales are two of our strong points. Does that sound like something you'd want?"

If the answer is NO to either the conversation is done. There's a lot more to HPS than that if the answer is YES BUT when I was really toddling along I wouldn't ask that direct question, I'd beat around the bush using the latest tactic I'd just read, and if the answer was NO I'd find a way to keep the conversation going in the direction I wanted it to go.

Unfortunately, I could force sales; unfortunately most quit eventually; fortunately I quit working that way.

I work the same way today cold calling.

The best to everyone.

MitchM

Quote:

Originally Posted by MitchM

Trust and Inquiry and Conditions of Satisfation are areas I'm in study with still learning, still improving.

Does the HPS book give instructions on Trust and Inquiry and Conditions of Satisfation?

The Either or Close?

Closing the Sale Forum