The goal in any sales interaction is to get a “yes.” We all know that. However, our emotional drive to get a yes often clouds our ability to actually get one. People buy in spite of the hard sell, not because of it. So, if your goal is to get that yes, you may be putting pressure on your prospect forcing them further and further away from that answer.
We have all heard the old adage “You always want what you can’t have.” This is true in sales as well. If you, as sales professionals, show the prospect that you really want, or even need, their business, you may in fact push them away.
Instead, think about flipping the traditional sales dynamic on it’s head. Instead of going into a sales appointment thinking “How can I convince this person that they need us,” or “I need to show them why they should work with us,” try doing the opposite. Try going for the no. Look for all of the reason why someone WON’T work with you and sell like you’re a skeptic. This will force you to qualify hard, avoid taking “wishy washy,” non-committal statements at face value, and challenge your prospects if they are wasting your time or are not displaying ideal client behavior.
The good news is, if you are not able to find any reason why someone SHOULDN’T work with you, then you have a customer! If you were financially independent and did not need the business, how would you approach a sale? Think about that next time you walk into an appointment and see what happens!
For more sales help, contact Doug with Neuberger & Co. firstname.lastname@example.org 443.469.1646
Neuberger & Company, Inc. is an authorized Sandler Training® licensee