If you flick through the pages of business magazines, sales training books and other traditional sales training material, you will likely keep seeing such things as, Accept rejection as a normal part of selling, be thick skinned and relentless, you gotta work harder, its a numbers game to get to as many NO's as you can to get to a YES, Always be Closing, Overcome your costumers objections, Chase the sale.
Has any of you every been trained this way?
Let's look at the Old model here real quick…
So in the old Model of selling you will notice that only 10% is about building trust. The salesperson would come into the office or home of the potential client and try to find something that they have in common.
Talking about the weather, or who won the football game that week, or maybe they see a picture of the client fishing and they talk about how they like to fish. Basically a bunch of BS, that really has nothing to do with why you are there. Prospects know this as they have heard it 1,000 times.
After that the next 10% was about Identifying needs. The salesperson asks a few generic questions such as this one:
“Can you tell me 2 to 3 problems that your experiencing now and what you would like to see to fix those?”
The prospect would rattle off a few generic problems to the salesperson. All logical answers, that are just the surface of what is really going on.
Then at that point the salesperson goes into their ‘sales pitch' or presentation (this is 50% of the Old Model) all about the features and benefits of what their product or service can do, and how great their company is, and we have the best this and the best that, (which every salesperson says) and then the last 30% of the sale they go in for the close and they have to try and overcome all the prospects objections, and then try and close them again and again, and then chase them to try and convince them to purchase.
Does that sound familiar to you? If so, leave a comment below.
So, in the traditional sales model its all about getting the sale at the expense of the human relationship with your potential customer. It's the salesperson against the customer mentality, like your going to war everyday against your prospects, trying to manipulate and win them over to the sale.
Now, I want to ask you For the customer do you think this approach is transparent and used on them all the time, by salespeople from all industries? You bet it is. Do you think they can feel that from you when your making you sales pitch?
And then what happens? They get defensive, throw out objections and reject you right?
Did you know that Traditional sales techniques contradict everything we know about what it takes to build relationships. Wouldn't it be common sense that selling should be about creating new relationships with potential customers.
Think about it, do you like being pushed into buying something, or talk to someone whose only agenda it to get what they want? How do you feel when a salesperson uses closing techniques on you, or try's to persuade you to buy something from them?
You automatically put up your defensive wall right? Have you ever considered that your potential clients are doing the same thing to you because of how you are communicating with them?
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