Sell More - Disengage!

MitchM

I'm talking about immediate trust and respect. I establish that with everyone - it's an immediate impression.

MitchM

Joe Closer

Thomas, you make a good point.

I get the impression that MitchM is, for purposes of the discussion, moving beyond the pure things that make him successful.

For some people--not all, trust and respect are default attitudes. You can forfeit their trust and respect, but earning it is not an issue.

I respect all people, trust most, until given a reason not to. I sell, so conditions of mutual trust and respect are important to me. I won't do business on either side of the table--buying or selling, where trust and/or respect are absent.

I don't try to earn trust and respect. I try to live my life to deserve it. I like to look at strangers as if they do too.

So where I differ from what MitchM seems to be saying, is that I seek to sell in conditions of trust and respect more than trying to influence those conditions in a selling process.

Frankie

Not many people trust and respect salespeople by default Joe Closer which can give the salesperson who IS trusted and respected a competitive advantage.

__________________
It's always darkest before dawn. So if you're going to steal your neighbor's newspaper, that's the time to do it.

MitchM

"I respect all people, trust most, until given a reason not to. I sell, so conditions of mutual trust and respect are important to me. I won't do business on either side of the table--buying or selling, where trust and/or respect are absent." -- JC

Agreed - that's what I thought I said or implied.

"I don't try to earn trust and respect. I try to live my life to deserve it. I like to look at strangers as if they do too." -- JC

Agreed. You come to expect it unless proven otherwise.

"So where I differ from what MitchM seems to be saying, is that I seek to sell in conditions of trust and respect more than trying to influence those conditions in a selling process." -- JC

I don't know where/how we differ, JC. Neither do I tey to influence those conditions in a selling process - either they are there or not.

What am I missing?

MitchM

Houston

I agree with your statement Frankie.

I understand that many of the prospects who will walk through my doors will have their defenses up either out of fear of being sold, fear of making a mistake or some other personal reason. At first contact with these fearful prospects the absence of trust and respect on their side of the table is likely. I wouldn't be doing my job correctly if I turned those fearful prospects away because of that.

MitchM

When I leased the last vehicle the salesman offered me cookies and coffee - that relaxed me! It always does! Then he got a little too friendly and cozy as if I were a long lost cousin AND he was talking too quickly for me to keep track so I had to slow him down and tell him he didn't have to sell me - just listen to me and answer questions. In retrospect, I should have offered him cookies and coffee - it might have relaxed thim too.

"But what does it mean to disengage to sell more? What it doesn't mean is to disengage from the relationship that begins when someone says: I want that. That's where the most important engagment comes from in seeing if there's a mutual reason for doing business with trust and conditions of satisfaction being met on both sides. That's the work or "selling" part of selling.

The other part of selling begins with prospecting which is where my maxim comes to play - "sell more - disengage." What I was taught in the beginning that I came to value a few years later was this: Make an offer then disengage from the outcome and what the other person does. If the other person says NO leave it alone. BUT if the other person says: I want that! help that person get it." -- from my original post

What you say, Houston, is one of the things this post is about -helping people feel comfortable and confident with the salesguy or sales gal.

MitchM

Bald Dog

It's about having the glass half-full or half-empty.

Glass half-full: Trusting and respecting people by default.

Glass half-empty: Mistrusting and disrespecting people by default. But this never turns into trust and respect. These people always have reasons not to trust and respect others.

My experience is that trustworthy and self-respecting people trust and respect others by default.

And the "glass half-empty" people first and foremost don't trust and respect themselves and project it onto others.

These people call a plumber to fix the sink, and then disallowing him to enter your kitchen because they worry that he may steal the silverware. In the French author, Anaïs Nin's words, "We don’t see things as they are; we see things as we are." You assume of others what you practise yourself. In Rogerian therapy this is called projection.

A serial rapist wears a chastity belt because he believes everyone tries to rape him. A serial killer sleeps with a knife and pistol under his pillow because he believes everyone tries to kill him. A bank robber sleeps with his loot under his pillow because he believes everyone tries to rob him.

Thoughts?

__________________
Raise your sight! Blaze new trails! Compete with the immortals!
Tom “Bald Dog” Varjan
Request your free copy of "B2B Online Business Development Insider For Wise Buyers" at http://www.varjan.com

Bald Dog

I believe it's not even about trusting salespeople. It's about trusting human beings who happen to sell for a living. Doctors sell, lawyers sell. This is how they put food on the table. It's not about selling per se, but how we sell. We trust doctors because they don't over come objections and bombard us with manipulative closing techniques. Good lawyers are the same.

Thoughts?

Houston

IMO, once again your comments aren't in touch with the reality of sales. Many people have good reason to be cautious about where they place their trust. Expecting trust and respect from every Joe off the street, because you gave it first, isn't reasonable.

MitchM

That's it!

Side bar: once upon a time I did a lengthy study of Anais Nin [and Henry Miller] reading all her diaries when I was completing MA work ignoring what I should have been reading except for a little 18th centure literature - I did my MA oral explication on one of her books actually. You brought up these memories with your allusion, Bald Man and her quote is fitting here. I've never studied Rogerian theory.

There's a lot more than meets the eye and a lot more an attentive eye can see.

More sales - disengage!

MitchM