Megavitamins for Customer Relationships

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The Verbal Vomit

It’s often said that salespeople should listen more than talk, however, those spouting this wisdom typically are the ones who continue to inundate those around them with voluminous amounts of words. In fact, most salespeople spew a stream of factoids, details, and feature-benefit chunks of information all over prospective clients.

No one likes to be thrown up on, and it’s certainly no way to start or grow an important relationship. Instead, our industry must adhere to a better standard:

Say little, ask a lot.

When you live by this rule, you always hear more while keeping the buyer engaged in a much more compelling conversation. Since the buyer always believes him or herself but only sometimes, if ever, believes you, you’re letting the better closer close. And, when you consistently conduct yourself in this manner, important comments you make are actually heard versus dismissed, since you’ve demonstrated that you share only important details.

Not only is this standard soothing to buyers, like a spoonful of Pepto Bismol, it’s also a mega-dose of vitamins that establishes and grows healthy, long-lasting partnerships.

Scott WintripMegavitamins for Customer Relationships
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Why Sexy Doesn’t Work in Selling

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The focus on consultative selling by many salespeople is often great in concept and poor in execution. This failure stems back to one issue and one issue alone—the fact that consultative selling is really about basic skills.

Too many salespeople, especially those with more tenure, are too focused on acquiring and mastering advanced sales skills. What many of them don’t realize is that the phrase “advanced sales skills” is really a misnomer. Advanced selling is really about consistently doing the basics.

Those who are achieving the best results in staffing and recruitment consistently apply the core competencies of basic selling. They don’t have to get “back to basics” from time to time, instead, consciously choosing to stay with the basics.

This approach to being at an advanced level may not seem as sexy as pursuing the complex or convoluted approaches often presented in the latest tomes on selling. However, the increased profits and commissions gained through this approach more than make up for the “dullness” of keeping selling simple.

Scott WintripWhy Sexy Doesn’t Work in Selling
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Playing Dead: A Terrible Way to Sell – Scott’s Sales Yoga Thought for the Day

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So, what will they do this weekend? The zombie run? The stunt double play?

In case you missed it, college football added something new last weekend to the playbook. During a fake punt attempt against the Miami Hurricanes this past Saturday, Arkansas State’s Booker Mays attempted to distract his opponents by falling over, stiff as a board, at the start of the play. While laughable, that’s the extent of the benefit from this ridiculous attempt at innovative play as the punt turned pass was intercepted by the Hurricanes.

All too often, how some people sell isn’t much better than the histrionics employed by Mays. Dramatic diatribes about the competition, long-winded feature-benefit laden presentations, and other selling stunts are no better than just falling over and playing dead in front of the customer. In fact, I’m sure many buyers would rather the salesperson keel over than have to go through all of the convincing, influencing, and convincing that often comes with selling.

The sales experience, done right, is a collaboration wherein buyers convince themselves to buy. Buyers always believe themselves, but only sometimes, if ever, believe a salesperson. We need to let the better closer close, and that’s not us.

Booker Mays was selling, but the Miami Hurricanes weren’t buying it. Are customers buying into you? Play games like Mays and the answer will be a definitive “no.”

Scott WintripPlaying Dead: A Terrible Way to Sell – Scott’s Sales Yoga Thought for the Day
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