Ok let’s get this clear. Salesmen (or women) do not beg!
But many 80% of so called persons who say they are in sales do!
In the 30 + years gone I was taught by the best, the guys who basically taught me how to close. Part of my pitch as I knocked on doors canvassing was to say “is there any time from now until 11.30pm this evening my manager cannot call?”
Those were the days…… Ah yes the good old days when we watched our Newcastle United from the terraces… True fans ahhhhh…. Opps, I digress…
Anyway the point I am making is that it was what would be known today as totally “hard selling” and oh my dear, you couldn’t do that in these days darling!
Well it’s true. The sales profession of the days of the movie Glengarry Glen Ross (watch it great movie) has changed.
Hopefully for the better in the sense that the pressure to close business is not the same on the prospect (or is it?)
What has also changed in a negative way in which I hear is many salespersons begging for sales …I’ve heard countless times salespeople says things like
“please will you become my client pleaseeee” …….. It is so bloody frustrating to hear! Let me tell you, there’s only one reason for this type of approach……
Time for a reality Check – Answer each of the following questions truthfully….
- Do you know and understand your product? (Maybe your product is you?)
- Do you fully believe in yourself?
- Do you really believe in your product?
- Do you know with 100% certainty what you are offering is the best for your prospect?
Look it’s simple, if you can’t answer all the above questions with a clear and emphatic YES then you need to ask yourself why not?
This will be flat out the cause of a begging “pleaseeee” approach to sales.
Luckily I have for the past 18 years and counting worked in over thirty countries of the world. I am lucky to be seen as a professional with excellent credibility and testimonials.
But sales as a profession, suffers a huge variations in how it is perceived across the globe.
Internationally we are seen as professionals as much as any credible lawyer or surgeon.
In the UK even thirty + years ago, the UK salesman was seen as either a playboy, conman or simply a guy with the “gift of the gab”.
What’s in it for you? Do you get commission!? OMG!!!!! Commission? Don’t swear at me!
There was a common saying that if anyone saw you in the UK with a Rolls Royce you must be a drug dealer or similar.
Or that if someone saw your car, from jealousy they would put their key down the side of the paintwork.
In the USA it would be more like “hey guy tell me, your car is fantastic! What do you do for a living? How did you do so well? Teach me!”
It frustrates me so much that this type of stigma still remains in many places.
How can we change this perception? Well the truth is unless the prospect wants to “let you in” you cannot.
And the only true way to do this is to know with 100% certainty what you are offering is the best for your prospect.
But for now remember the following…
TRUST
HONESTY OF WHO YOU ARE WITHOUT PRETENCE
DO NOT ALLOW ANYONE TO XXX YOU ABOUT!
YOU ARE THE BEST AND THEY NEED YOU MORE THAN YOU NEED THEM.
Until next Time
To your ongoing success
Les