We're interviewing several companies objection

The Specialist

Bridger 480,
Unlike everyone else, I would like to go first and LAST! In I would position myself with the prospect so that since everyone else got a chance to compete with my offer I would be afforded the opportunity to compete against . Something else I keep missing in these forums is most responses never talk about the importance about selling YOURSELF! That and that alone is the of sales. I don't care about the product or the price. It is eventually going to come down to who the client feels the most comfortable with. Who the client trusts the most. I have closed many sales where I am way over priced compared to competitors or maybe their product has a slight edge. It means very little in the long run. People buy from people they like and trust. One last comment...I have been reading the answers from of the people in this forum and is offensive the snide remarks that I see in reference to clients. Almost like these people are using trickery to close the deal. You have a choice to make as a sales professional...Manipulate your client into buying, which I see constantly in this forum or motivate your client into buying. "The Specialist" prefers the latter.

"The Specialist"

Jolly Roger

Without pointing to specifics Tom can you give a couple examples of the snide remarks or manipulating methods that you see contstantly? This could be helpful for readers who don't understand the difference.

__________________
"The beatings will continue until morale improves."

The Specialist

Yes I can!
If you read AZ Broker, responses (No Offense to him) laced through a lot of his responses are a telling tale of his take on sincerity. Example: And I quote... In his response he tells the questioner his reply with this nugget. You can appear to be helpful and obliging. How about not appearing to be helpful but really take a sincere interest in the prospect and BE HELPFUL and OBLIGING!

"The Specialist"

Jolly Roger

This is the only post I could find that involved AZ Broker and the word "obliging". Is this the post? When should I close?

The Specialist

Jolly Roger,
You sound like you really care about our great industry. For that I applaud you. It is not just az broker. They are every where. There was one last night talking about not getting out of his car in the cold. Can't the prospect tell the house was small when they drove up? What is that? These people that degrade our industry are imposters! The list goes on. I worry about the young sales professionals that are depending on our advice. What they read and hear may determine what kind of sales professional they become!!! That is a major obligation of this site if it is to be taken seriously!

Jolly Roger

Thank you. I do what I can.

The Specialist

By the way my name is Chris, not Tom. No big deal but I thought you would like to know. When I first started to read this forum I was shocked by the answers. Very few of the reply's have even a clue about the sales industry. I think it is our obligation to be very careful about how we answer the questions. I also think it is our responsibility to dispute the incorrect information, and most importantly take to task the people that show disrespect to our profession. Let's show these young people the honorable way to approach our industry!

"The Specialist"

Jolly Roger

I do want to know. Have you seen those television commercials where the punchline is, "Ever want to get away?" I apologize.

AZBroker

Hmmm... and what does that tale tell?

Thomas

What I like most about this community is that as I'm learning to be a better salesman I can ask stupid questions or express my naive thoughts without being ridiculed, called an imposter or taken to task.