Hi there, it’s Matt here. I wanted to share something that I read today that I hope you are not doing.
Like most of us in sales, we are always trying to find a new, better way to get ahead and make more money. If you’re like me, you have tried to emulate (copy) the methods used by the supposed experts. I know I have been guilty of doing this.
But today, I ran across something that I can’t believe he’s recommending with a straight face. I had to double check that it wasn’t April Fool’s Day, but that was yesterday.
So what is he teaching his readers to do?
“The more objections you get throughout your sales process, the more likely it is that you are moving toward actually making the sale.”
You’re kidding me, right?
Quite honestly, this is straight out of the Harassment Playbook.
This has about enough chance of working in a sales environment as it does picking up a girl in a bar, asking for a job, or asking a friend for money.
And it definitely didn’t work for Bob Filner.
Why do sales trainers think that you are going to buy this?
It doesn’t have to to be this way.
There’s a fundamental problem with this whole approach. It’s that salespeople have been taught for decades that a customer telling you “No” is a good sign. Does this work in any other area of your life.
I don’t know about you but it never has for me.
When a customer tells you “No”, two things are going on that you HAVE to pay attention to.
1. A customer saying “No” is not an objection, it’s a rejection.
You already know this. Everyone knows this. When your prospect is telling you “No”, it’s pretty simple. They mean “No”. To this point, when was the last time you said “No” to a telemarketer when you really wanted to buy what they were peddling?
I didn’t think so.
2. The customer is asserting his power and dominance over you.
This is a point that virtually every sales trainer is ignorant of. They just have no idea of what’s really going on, so they just make up a sad, pathetic explanation that they customer rejecting them is a good thing. I used to believe that until I woke up and realized that there is virtually never a situation in any other area of my life where this is true.
So what do you do?
The habit itself is hard to break, but it’s actually pretty simple in theory.
You flip the roles. You take your power back.
What do I mean by this?
You have to stop putting yourself in a position where you are subjugating yourself and positioning yourself to be rejected over and over again.
You have to strike first. What do I mean?
By learning how to “pre-arrange” the chessboard so that your prospect begins from a reactive standpoint, you can accomplish a couple incredibly powerful things.
1. You will never have to deal with a prospect’s rejection EVER AGAIN.
2. You will get them so curious about you that they will be trying their hardest to engage you in a conversation.
The sale is there for the taking.
To your abundance,
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