One of the things I thought to be real strange when I first started selling software to businesses was that we didn’t have to collect all or even most of our money upon closing the sale.
Call me a dinosaur if you like, but I thought it to be a pretty weird that we could accept as little as a 10% pmt., or in some cases nothing but a promise, and still give the customer the product and call it a sale.
I thought it a bit weird because in most of my personal experience acquiring stuff (prior to becoming a salesman) if I wanted to get something, I had to pay for it on the spot.
Pretty normal, right?
As a young salesman, I found being able to sell without getting paid to be a nice tool to have (or so I thought). It allowed me to make things easier for the prospect.
Also, it was the standard way of doing things in my industry, (again, so I thought) that I had to do it.
As I learned more about this, I came to understand that in doing business this way I was playing banker – I was extending credit to my customers.
Again, this wasn’t something I expected, nor did I think to be "normal" in my mind.
As I got older and wiser I’ve realized that such a tactic is a tool to use only at a much later point in the sale.
And perhaps even more importantly, I now view all activities in the sale as a trade, a negotiation, as something that has value.
And since everything you and I do during the sale has value, there is very little you or I should be giving out as "credit" to the non-deserving.
Think about that for a minute.
Every time you give something without getting something in return during the sale, it’s like you just gave your prospect a loan.
Is that really what you want to be doing?
And because you gave them a loan with no contract, no promise of "repayment", your likelihood of getting paid back at all, let alone with a return in your loan, is low. Usually less than 50%.
How often do you think banks make loans where they have a less than 50-50 chance of recouping their stake?
I throw this perspective out to you as a different way of thinking about sales.
The more you value you activities, the more your prospects will value them, value you and value your products.
You should be getting "paid first", and value your actions is the first step in getting there.
So go ahead and learn more about how to trade value for value in everything you do. Get the Persuasive Selling Skills Audio Program. Get yours here now.