I think you are splitting hairs on the the sleight of hand versus deception comparison. When I read this my immediate reaction was that you are starting the relationship on a lie. I've been in sales to some capacity for a long time and spent 13 years as a recruiter. Not room for sleight of hand or deception there. Best thing to do as a salesperson is to listen and offer a solution that solves the problem and if you can't let them know. Don't take it personal, you can't help everyone. Just my experience, that's for sharing the post.
RE: Number 1 Sales Technique
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Number 1 Sales Technique
Your insight is piercing. The razor's edge of hair splitting in the fog of war is a line walked by few...Is deceiving ethical if it is the greater good for the greater number? Thank you so much for writing :-))
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I appreciate that you took the time to write about sales, it's something I am trying to learn about. But I must say, I agree with this man above. In my opinion, the idea that "The ends justify the means" is born of the whisperings of a demon; usually when you look closely at the actions of a person operating off of this ideology, both their means and their ends have wickedness in them.
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Wonderful! The foot note states that it is an advanced technique. With my brevity I might have lost accuracy. Being dishonest isn't advised but self-deprecation can aid in the goal of reducing your client's defenses. "If I'm okay, then your okay" Let the customer get an upper hand in their eyes. No one is a winner if your customer does not get what they need.
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Thanks for taking the time to write this clarification - I can totally agree on this point! Coming across as relatable can make communication more comfortable for everyone, and also, making an actual effort to relate to them and their needs seems like it'd be very helpful indeed. Cheers.
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Hello sir, may I inquire whether you have any favorite books pertaining to sales that you would recommend to someone who is not terribly experienced? I need to start doing sales, and it is a matter of success of failure for my endeavor, but I am woefully ill equipped. Some books I read in the past have not been very... constructive.. with some promoting dishonorable methods. I could really use more to add to my reading list and would greatly appreciate any suggestions :)
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Hi there,
A couple things, thanks for reaching and I'd be happy to help. When you think about sales you need to think about 5 things in the process. Conversation, Curiosity, Conviction, Desire and the Close. Use conversation to create the curiosity, the conviction comes when they show up for the appointment, the show. Create desire with creative language, the buying process is emotional for the most part unless you are selling to engineers and finally the close. The close should come naturally as part of the next step. If you have to handle objections it will be about trust or cost more often, determine which one as quick as you can.
The book I recommend is How to Sell Anything to Anybody by Joe Girard. He is the World's Greatest Salesman according to the Guinness Book of World Records.
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Using conversation to create the curiosity... quickly determining whether an objection is from an issue of trust or cost...hmm. I feel like you may have just given me a couple of much needed puzzle pieces I didn't even realize I was missing. Thank you for the generous response, this is all very helpful! :)
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Glad to help I really recommend the book too, great read and entertainingly written. Makes you think anything is possible in sales.
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Ari Galper - Unlock the Game
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