Trust and Respect

Quote:

Originally Posted by MitchM

Skip - you will probably take what I'm about to say as sarcastic but I mean it as fact - not as sarcasm: for being a so called professional you just don't seem to get it. Jeff didn't want it on the first call nor did I want to do anything to get him to want it. If anything is what I'd call "amateur" sales technique [notwithstanding how I use the word to describe me] it would have been the application of something to see or get or help him get it when he wouldn't commit and didn't want it.

Consequently, we have a relationship built on trust AND he has already made one referral which I DIDN'T SOLICIT.

MitchM

That's fine, go ahead and be sarcastic, I'm okay with that.

But what if another salesperson could have sold him on the first call, made him a happy customer, and he would have given you two referrals that you didn't solicit. Wouldn't that have been the best possible outcome? How is not selling someone on a first call superior to selling someone one the first call if all other things are equal (customer satisfaction, etc.)?

He didn't want it on the first call, Skip. I asked him directly if he could commit - along with other questions of commitment- and he said no. Maybe I didn't make that clear in my posts - if not then I'm at fault for the misunderstanding.

He could have gone elsewhere. I was willing to let him go elsewhere. I didn't believe he would as he wasn't willing to commit to anything definitely and I wasn't willing to try and get him to commit.

"How is not selling someone on a first call superior to selling someone one the first call if all other things are equal (customer satisfaction, etc.)?" -- Skip

It's not a matter of superior or inferior. He didn't want it on the first call. Here's a question for you, Skip: what would you have done to make the sales on the first call?

MitchM

Quote:

Originally Posted by MitchM

It's not a matter of superior or inferior. He didn't want it on the first call. Here's a question for you, Skip: what would you have done to make the sales on the first call?

Isn't this were Sharon Drew Morgen's "Buying Facilitation" would come in handy?

It could be, Marcus. I suppose what she has to say might be used when NO is immediate or something less emphatic but leaning in that direction.

From my perspective Marcus, SDM's facilitation methods/questions might be useful when there's a YES to the offer then the details of commitment, etc. have to be worked out.

Others might see that differently. I see her facilitation as something most beneficial to me when decisions have been made and other decisions come into play following the first one.

MitchM

Quote:

Originally Posted by MitchM

He didn't want it on the first call, Skip. I asked him directly if he could commit - along with other questions of commitment- and he said no. Maybe I didn't make that clear in my posts - if not then I'm at fault for the misunderstanding.

He could have gone elsewhere. I was willing to let him go elsewhere. I didn't believe he would as he wasn't willing to commit to anything definitely and I wasn't willing to try and get him to commit.

"How is not selling someone on a first call superior to selling someone one the first call if all other things are equal (customer satisfaction, etc.)?" -- Skip

It's not a matter of superior or inferior. He didn't want it on the first call. Here's a question for you, Skip: what would you have done to make the sales on the first call?

MitchM

Obviously, I wasn't there, so I have very limited knowledge of the situation, so I don't know exactly what I'd do. But a couple concepts do come to mind:

1. Developing rapport. (I know you have spoken out against developing rapport a number of times in this forum, but how can anybody be against developing rapport with a prospect?)

[definition: rapport: "Relationship, especially one of mutual trust or emotional affinity"

2. Engage the prospect instead of disengaging the prospect. (I know you have posted on the importance of disengaging)

3. Handle objections instead of not handling objections (I'm believe you've posted often that you don't believe in handling objections).

4. Identify the prospects buying motivations (needs and desires).

Those are just some generalities. Now, if you did those things and the prospect wasn't interested, then fine, let him go. But if you didn't do those things, and if you don't do those things, then I can guarantee you that you are missing opportunities with your prospects.

Skip

Correct me if I'm wrong, MitchM. You MADE the sale, right? It's just that you did it YOUR way.

Yes Joe, I made it. I didn't chase the sale as the old timers would say - I bided my time and waited for it. Don't get me wrong, I prospect, I chase the business that might be there.

MitchM

Quote:

Originally Posted by MitchM

I didn't chase the sale as the old timers would say - I bided my time and waited for it. Don't get me wrong, I prospect, I chase the business that might be there.
MitchM

So let me make sure I understand you...

1. You proudly pronounce that you didn't "chase the sale" (as if that is an admirable quality)

2. And you proudly pronounce that you "chase the business that might be there." (which is an admirable quality, but one that is in direct conflict with #1 above.

Hmm. That makes zero sense.

I'm just curious: Who are "the old timers"?

Quote:

Originally Posted by Skip Anderson

I'm just curious: Who are "the old timers"?

I'm your huckleberry.

Post removed by Moderator. See "General Site Rules" item #8

General Site Rules: 8. Trolling

Please do not post any topic that disrupts the peace and harmony of this board. Don't create threads or posts with the sole purpose of starting a dispute. This includes messages in profiles and signatures.

Trust and Respect

Sales Approach Forum