Sell More - Disengage!

02:14 PM

Beliefs, truths, facts - ambiguity - what fun topics these are to kick around - what do we seek in a post, in a definition?

Being passionate about what I do, about what I sell, gives me the opportunity to present it to people with that strength of conviction; yet disengaged from their decision to say YES or NO in respecting their decision comes trust and freedom in even a very brief relationship - I'm obviously using the word "relationship" in a specific and limited way.

BUT when the decision is YES engagement is critical to arriving at mutually satisfying ends - even when dispassion and clarity of attention is present engagement in the details is absolutely necessary.

MitchM

Quote:

Originally Posted by MitchM

if you want to sell more you need to disengage.
MitchM

I wholeheartedly disagree with the statement above. Salespeople who are engaged with their prospects (and prospects engaged with the salesperson) will dramatically outsell those salespeople who do not.

Skip Anderson

I'm reposting my previous post with a spelling error corrected.

There You Go Again
There you go again (Skip) cutting & pasting one sentence from a larger context that includes when I find it fitting to engage to make a point of some kind, define terms, etc. Amazing! You add nothing but comments based on cut & pastes.

MitchM

Skip,

My take on Mitch's post is that you're engaged with the prospect but disengage from the outcome, and you respect the prospect enough to accept both ye and no decisions, and don't try to manipulate prospects to say yes when they want to say no. This is a huge problem with the whole sales profession. Not respecting people's decisions unless it makes money for the salespeople.

Your take is an unfiltered reading of exactly what I post and have posted many times, Bald Dog, rephrased in your words. Thanks.

MitchM

Quote:

Originally Posted by MitchM

Beliefs, truths, facts - ambiguity - what fun topics these are to kick around - what do we seek in a post, in a definition?

Being passionate about what I do, about what I sell, gives me the opportunity to present it to people with that strength of conviction; yet disengaged from their decision to say YES or NO in respecting their decision comes trust and freedom in even a very brief relationship - I'm obviously using the word "relationship" in a specific and limited way.

BUT when the decision is YES engagement is critical to arriving at mutually satisfying ends - even when dispassion and clarity of attention is present engagement in the details is absolutely necessary.

MitchM

Your thoughts are quite advanced. You call yourself an amateur out of humility I think.

Sales will end in many ways - we know that.

Pride and humility should be mixed in together when there's a balanced and healthy relationship and sens of self worth and esteem - that would seem obvious to me.

I've called myself an amateur, JC, with the definition of being fully passionate and in love with what I do - that's one definition of the word. Also, I'm not the professional who has been successful in sales twenty, thirty, forty years as a profession - I have to differentiate myself from that and respect it.

Also, I believe that direct sales/network marketing is a business of lots of amateurs and that's my business. Because I have a measure of success with my company I could call myself a professional and that would be accurate.

SO professionally respecting your right to say NO and mean it I say GOOD-BYE without engaging in any sales gambit, pitch, over coming your NO retort as if it's merely a little fly in the air for me to swat away -- not really the exclamation of a breathing, heart beating person who means what he says. An amateur would do that - turning these words professional and amateur around - and I won't.

BUT respecting your NO is freedom giving, respectful and in disengaging I can return with no loss of confidence or mutual respect in even the briefest of relationships.

YES on the other hand is when engagement becomes critical in arriving at mutually agreeable conditions of satisfaction and a reason to complete the sale.

Engage in the offering; disengage from the outcome of the offering; engage again if the outcome is: I want that OR I might want that; remain simultaniously engaged and disengaged, relaxed and pliant yet alert and rock solid. Be ready to complete the sale or turn it away.

MitchM

Quote:

Originally Posted by MitchM

I'm not the professional who has been successful in sales twenty, thirty, forty years as a profession - I have to differentiate myself from that and respect it.

MitchM

Differentiation, or the implied need to differentiate, just may be the biggest issue among those who struggle in the sales arena. A lot of salespeople behave as if they believe that selling requires us to separate ourselves from the rest of the human race.

In two very active current threads, words like "trust", "respect", "yes", and "no" are being examined as if they were new words in the langauge. There actually have been dictionary references offered on another thread.

I, like many here I'm sure, learned the meaning of trust, respect, yes, and no, as a child, long before I ever heard the word "salesperson". Those meanings have not changed.

I love your posts, MitchM, but I don't see you as one who differentiates yourself. I think your strengths may lie in the opposite--an unwillingness to see yourself as different just because you have a product to sell. So--"yes" or "no" mean the same to you as if you were a tool and die maker, a baker, a doctor, or stll wearing your schoolteacher clothes.

I think what you are really disengaging from is the myth that selling requires behavour that is very different.

Quote:

Originally Posted by Joe Closer

A lot of salespeople behave as if they believe that selling requires us to separate ourselves from the rest of the human race.

I

JC, could you explain more what you mean by your statement? I don't understand.

I had to read that twice - I get it - reflection and bias, the mirror shows what and what does it mean? That's a distinction and differentiation - that there is none when others would make it one.

Obviously we know how we might be defined by other people - maybe - professionally by what we do. Yes, JC, I'm comfortable with that, with disengaging from the myth. That's a great observation to take into other areas - thanks!

I've grappled with strength and weakness and still do from time to time - it's a constant study and discipline and pleasure, sometimes challenging and that's good.

I like your insights, JC! When you can blend in things change - when I could blend into the classroom I became a better teacher, had the best control, and enjoyed the highest degree of pleasure over and over. Authority came from that - giving up power to get it; giving respect to get it; not demanding anything. Okay, from time to time I had to assert - but guess what! It was respected. It was mutual.

Selling as I see and practice it is the same in many ways.

MitchM

	#31
MitchM	Beliefs and Facts Beliefs, truths, facts - ambiguity - what fun topics these are to kick around - what do we seek in a post, in a definition? Being passionate about what I do, about what I sell, gives me the opportunity to present it to people with that strength of conviction; yet disengaged from their decision to say YES or NO in respecting their decision comes trust and freedom in even a very brief relationship - I'm obviously using the word "relationship" in a specific and limited way. BUT when the decision is YES engagement is critical to arriving at mutually satisfying ends - even when dispassion and clarity of attention is present engagement in the details is absolutely necessary. MitchM Last edited by MitchM : 11-26-2007 at 02:14 PM. Reason: make a change in grammar construction

	#33
MitchM	Reposted I'm reposting my previous post with a spelling error corrected. There You Go Again There you go again (Skip) cutting & pasting one sentence from a larger context that includes when I find it fitting to engage to make a point of some kind, define terms, etc. Amazing! You add nothing but comments based on cut & pastes. MitchM

	#34
Bald Dog	Skip, My take on Mitch's post is that you're engaged with the prospect but disengage from the outcome, and you respect the prospect enough to accept both ye and no decisions, and don't try to manipulate prospects to say yes when they want to say no. This is a huge problem with the whole sales profession. Not respecting people's decisions unless it makes money for the salespeople. __________________ 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

	#35
MitchM	My Take Your take is an unfiltered reading of exactly what I post and have posted many times, Bald Dog, rephrased in your words. Thanks. MitchM

	#37
MitchM	Sales Will End Sales will end in many ways - we know that. Pride and humility should be mixed in together when there's a balanced and healthy relationship and sens of self worth and esteem - that would seem obvious to me. I've called myself an amateur, JC, with the definition of being fully passionate and in love with what I do - that's one definition of the word. Also, I'm not the professional who has been successful in sales twenty, thirty, forty years as a profession - I have to differentiate myself from that and respect it. Also, I believe that direct sales/network marketing is a business of lots of amateurs and that's my business. Because I have a measure of success with my company I could call myself a professional and that would be accurate. SO professionally respecting your right to say NO and mean it I say GOOD-BYE without engaging in any sales gambit, pitch, over coming your NO retort as if it's merely a little fly in the air for me to swat away -- not really the exclamation of a breathing, heart beating person who means what he says. An amateur would do that - turning these words professional and amateur around - and I won't. BUT respecting your NO is freedom giving, respectful and in disengaging I can return with no loss of confidence or mutual respect in even the briefest of relationships. YES on the other hand is when engagement becomes critical in arriving at mutually agreeable conditions of satisfaction and a reason to complete the sale. Engage in the offering; disengage from the outcome of the offering; engage again if the outcome is: I want that OR I might want that; remain simultaniously engaged and disengaged, relaxed and pliant yet alert and rock solid. Be ready to complete the sale or turn it away. MitchM

	#40
MitchM	Candle Stick Maker, Baker, Teacher, Brick Layer I had to read that twice - I get it - reflection and bias, the mirror shows what and what does it mean? That's a distinction and differentiation - that there is none when others would make it one. Obviously we know how we might be defined by other people - maybe - professionally by what we do. Yes, JC, I'm comfortable with that, with disengaging from the myth. That's a great observation to take into other areas - thanks! I've grappled with strength and weakness and still do from time to time - it's a constant study and discipline and pleasure, sometimes challenging and that's good. I like your insights, JC! When you can blend in things change - when I could blend into the classroom I became a better teacher, had the best control, and enjoyed the highest degree of pleasure over and over. Authority came from that - giving up power to get it; giving respect to get it; not demanding anything. Okay, from time to time I had to assert - but guess what! It was respected. It was mutual. Selling as I see and practice it is the same in many ways. MitchM

Sell More - Disengage!

Sales Approach