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#21
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Quote:
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Originally Posted by Skip Anderson
No.
As I said in my post, I think almost everyone agrees with that concept. I also think almost everyone thinks there is a lot more to selling than that.
What do you think, Joe? You spend a lot of time criticizing me in this forum. Your screen name seems to indicate that you fashion yourself to be a sales closer. If that's true, how do you do it? Do you ascribe to the belief that you should close without closing? What makes you good or great at what you do? What do you believe in as a salesperson? What methodology or skills or strategies do you employ to be successful?
| Actually I plod.
I thought my screen name, Joe, indicated that I fashion myself to be a cup of coffee.
I don't know much about strategy. Define it, please.
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#22
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Thanks Skip, I am usually busy on Saturday mornings but my wife is out (at a seminar as it happens) and I thought I would take advantage of the opportunity to contribute the way I am capable.
To everyone; I can tell you I know without doubt that we do exert influence on the prospect. Even if you try not to. Professional Selling is not about using this influence to your benefit, it is about using it to the benefit of the buyer.
Have a great weekend and I'll see you on the beaches of the world!
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#23
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Exceptional Post Steven! It's that kind of a post that will cut through untold layers of confusion. I really look forward to reading what you have to say. 
__________________
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#24
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Hey, thanks Boss ... feels funny typing that word - as haven't had one in years!
INFLUENCE - we all have it. It can be used to help or hurt. You can deny that you have it if you like but you might as well cut the nose off your face!
Let's learn to influence people who really need our product to buy it. And let's prospect harder to find others with similar needs rather than working with people who do not.
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#25
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| Best Skills
(I believe I misplaced this reply to Skip asking me about what I consider skills)
Best skills are:
1. knowing your product well and being able to communicate what you know
2. communicating what you know about your product to people who want to hear about it
3. if they want it selling it to them
4. doing good customer follow-up after the sale
I've read/listened to/watched hundreds of selling/motivational/network marketing materials but most of my training is with my own company over the past ten years. So I call myself an amateur and believe that people who call themselves professinal or amateur can have the same measures of success.
I've referenced "High Probability Selling" because I've read it four times - I've never taken a course in it - and the selling system in it matches what I was told with I joined our company. I'm not the best example of HPS but it matches what I want to do. Also, when I reference it it's because it fits into the discussion.
MitchM
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#26
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MitchM - there is one subtle and critically important adjustment in thinking that I would love to share with you and see you adopt. It has to do with your post, specifically with; "If they want it sell it to them" ... well, okay, but ... how about this paradigm in thinking; They don't want it until we do sell it to them!
Change your # 3 from what you have to; "If they need it sell it to them." If they don't need what we offer (product or service), we should be looking for a real prospect, because they do not qualify as one. If, on the other hand, there is a clear need or needs, then we sell it and through our sales efforts they will either come to want it or not (depending on your capability). You don't win 'em all.
This may seem like a different way of saying the same thing or you may misconstrue it as pushy and offensive based on misinformation but that's not the case, not at all.
Again, from my long post in this thread - in the case of the couple buying a van, they definitely want a van but do they want the van you are selling? Not unless we sell it to them.
Other real life sales examples include selling situations where the prospect had no desire to seek what we offer. That does not mean that there isn't a need, it means the prospect is just unaware of this need. In such a case how could you say "If they want it sell it to them", it is a cart before the horse situation.
Selling is a profession. The influence we exert on prospects, if we are true professionals, is only to help them. We do not influence those without need(s), instead seek out better prospects. Through profound understand of this you begin to see a sales philosophy that allows you to be a professional using sales skills and NEVER offending prospects.
I think you are going to enjoy this paradigm once you embrace it.
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#27
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| Tried It
I tried your paradigm, GC - and didn't like it at all. I found it counter to my success and accordingly to my self-esteem. My definition of professionalism is different from your definition, GC.
I never attempt to exert an influence on people who I know need what I have but don't want it - I know some very successful people in sales can do that but that is not my approach.
I'm successful with my company by all standards and my success is largely due to to the approach I take. In the beginning when I took your approach and also taught it we made sales but repeat sales which is the basis of my business dwindled. Even with product results that happened - it happens with all products - but I believe it happened because sold once a person either becomes more cautious the second time around OR can be sold by someone else again and again because he/she is easily manipulated meaning sold.
I'm not concerned about professionalism as a description of salesmanship - I call myself an amateur in the originial meaning of the word and someone may not care about that. But if I were to care about seeing myself as a professional I'd give all the more reason to continue doing what I do because it defines it for me.
So GC we have different perspectives on this subject. Do you care to describe the kind and quality of success you've had selling the way you sell as a personal example?
MitchM
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#28
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Quote:
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Originally Posted by Gold Calling
MitchM - there is one subtle and critically important adjustment in thinking that I would love to share with you and see you adopt. It has to do with your post, specifically with; "If they want it sell it to them" ... well, okay, but ... how about this paradigm in thinking; They don't want it until we do sell it to them!
Change your # 3 from what you have to; "If they need it sell it to them." If they don't need what we offer (product or service), we should be looking for a real prospect, because they do not qualify as one. If, on the other hand, there is a clear need or needs, then we sell it and through our sales efforts they will either come to want it or not (depending on your capability). You don't win 'em all.
This may seem like a different way of saying the same thing or you may misconstrue it as pushy and offensive based on misinformation but that's not the case, not at all.
Again, from my long post in this thread - in the case of the couple buying a van, they definitely want a van but do they want the van you are selling? Not unless we sell it to them.
Other real life sales examples include selling situations where the prospect had no desire to seek what we offer. That does not mean that there isn't a need, it means the prospect is just unaware of this need. In such a case how could you say "If they want it sell it to them", it is a cart before the horse situation.
Selling is a profession. The influence we exert on prospects, if we are true professionals, is only to help them. We do not influence those without need(s), instead seek out better prospects. Through profound understand of this you begin to see a sales philosophy that allows you to be a professional using sales skills and NEVER offending prospects.
I think you are going to enjoy this paradigm once you embrace it.
| A golden post my friend.
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#29
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Thanks Bluenote, do you like Jazz? I've been to the Bluenote in Manhattan many a time ... ! Also love blues too.
Mitch;
This may be a good way for you to see where it is a world class sales trainer would be coming from to assist you at this stage in your career. Let me role play with you for a moment;
Let’s say you love role modeling for kids. So you decide to coach a baseball team. After the team is selected, initial practices are held, then games start and you begin to know the children because now they are competing. And competition illuminates personality traits far more than drills could ever allow you that much needed revealing window to their souls!
You begin to notice a boy you like not acting appropriately while under pressure. Specifically, when he strikes out, which isn't all that often, though more often than the best players on the team, he has a tendency to show anger or argue with the umpire. And on more than one occasion he has even thrown the bat, which is dangerous.
You are beside yourself, you don’t want to give up on him and throw him off the team. As he sulks on the bench after an episode you wonder what the problem is, better yet, what to do to help him?
Out of the midst of your uncertainty you decide to make encouraging comments. Then at a practice you get a moment alone that just sort of happens and you seize that opportunity to encourage him further and slip in a comment about how, while he ain’t the best player on the team, he is better than average for sure and if he works at it there is room for him to improve greatly. You go even further, saying you are very glad he is on the team because the best teams are made of above average talent guys like him that are willing to work extra hard, not of super stars!
Through regular effort you see an improvement. He settles down a bit, maybe getting the idea in his head that he belongs. Because he is not as frustrated or over trying to the same extent any longer, he gets a few more hits and this causes his confidence to soar. The result? You realize you have influenced that boy to have better self esteem. It was always in him but you helped to bring it out!
Now, in light of the story, is influence a negative thing?
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#30
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| Influence
That's a good story, GC. I can relate to it as I taught middle school fifteen years and high school ten and the variety of subjects and kids would amaze you - I also taught a very diverse collection of adult ed students for seven years - so I know well the situation you described from a teaching perspective. I also coached track one year. Teachers try to positively impact students - teaching was an affair of the heart for me and I loved it!
I just don't use that kind of influence in prospecting - I don't do it. If a conversation begins to open up because the person I'm speaking with wants to hear more there might be some influencing things that enter into it BUT not because I'm saying them things to influence or convince. I just don't do that.
BUT I understand your point well, GC - it's just not in how I work.
MitchM
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