Number 1 Sales Technique

benmculley (32) in finance • 7 years ago

The faster you, as a salesperson, can lower resistance, the sooner you can HELP your customer. When an approaching client comes within your sales territory, they are defensive. Why are they there? What do they need? In order to find this out and HELP them you need to remove their defensive posture.

The number one secret to quickly and painlessly gaining their trust is to admit your own inexperience. Even if you've sold your product for 10 years, claim you are new. How can I be swindled by a newbie? And they show their hand. You can help them faster.

It's just a sleight of hand, not deception, in order to help your customer. How long have you been here? I'm kinda new. What does this doo-hickey do? I don't know.

I don't know, but I'm on your side. Let's team up and get you what you need. Make a friend, the sale will follow.

*This is an advanced technique and should be applied appropriately

finance sales money business philosophy

7 years ago by benmculley (32)

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5 votes

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swansed (39) · 7 years ago

A vote to you sir and you are absolutely on the mark! Study human nature, initiate conversation and then really listen, and if somebody comes out the winner in a deal-everybody loses... As soon as you realize that it's just another person on the other side of that conference table, the more comfortable you will be. And I saw in the comments somebody asking for a good book on sales- Sun Tzu is a great place to start. It's less about war than it is about making very good decisions... Thanks for the post!

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benmculley (32) · 7 years ago

Thank you so much! Sun Tzu wrote a piece on how rulers make rules but the workers will sing their own songs regardless. I think of this every time management makes a new check list. It doesn't matter how many check lists and rules you make, the guy on the street is gonna make it work. Thanks again for your kind words :-))

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swansed (39) · 7 years ago

A toast to the reps in the trenches, who are forgiven for almost any transgression as long as they hit the numbers! Cheers

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1 vote

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bap7643 (25) · 7 years ago

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.

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benmculley (32) · 7 years ago

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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annie.oakley (45) · 7 years ago (edited)

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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benmculley (32) · 7 years ago

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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1 vote

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annie.oakley (45) · 7 years ago

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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1 vote

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annie.oakley (45) · 7 years ago

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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bap7643 (25) · 7 years ago

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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2 votes

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annie.oakley (45) · 7 years ago

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! :)