I hate salespeople. If you are one, that probably caused some sort of visceral response. I don't really hate sales people, I am one, but I've been known to say that on more than one occasion.
I don't like feeling conspired against and I'm pretty sure you don't either. Unfortunately, that is the basis of most sales training that is out there. Courses on creating interest, answering objections before they come up, how to use a "trial close" to test their level of interest, and of course, the old boiler room mantra "Remember your ABC's- Always be Closing"- ya, I love that one the best. It's no surprise most of us hate sales people.
I'm right in the middle of Guy Kawasaki's new book "Enchantment". In the first chapter, Guy talks about the importance of disclosing your motivation and how it sets people at ease. I've found this to be true over and over again.
Occasionally when I have a newer client in my office for a review, they'll joke at the beginning "So, what do you want to sell us?" I could falsely tell them I'm not trying to sell them anything, that they are only here for a cursory review of their coverages, or I can simply be honest. "My goal is to sell you everything you need and nothing more" is the response I've more or less settled on. This of course means that some appointments, we end up canceling coverage that is no longer needed, or lowering coverage to a more appropriate level. Imagine that, leaving an insurance agent's office actually spending less money?!
I think we're moving into an era of transparency, and I'm excited about it. People are so bowled over by the glut of sales pitches they get throughout the day, I think folks are finding frankness and candor a refreshing change, and one they are drawn to.
Are we witnessing the death of the Salesman?
0 comments:
Post a Comment