If you think the following is too aggressive, then you need to take your brain in for a sales tuneup.
I got this email from a guy who has sold big venture capital investments in both the US and the UK.
Here’s what he told me…
My staff used to crowd around the tape recorder (in the days when you didn’t have to warn people you were taping the call for training purposes)…. they wanted to see what it was I did that made ALL of my prospects say the following…
‘You know Stephen, I like the look of this, and I’m interested, what do you think I should do?’
My response was always the same:
‘In your position, I’d buy 5!’
We were selling investment units in private equity deals, and what I taught my employees was that I am not the salesman, but rather a trusted advisor. The investment meets his risk tolerance, and he sees me as a second opinion to back up his own decision.
Strange how I sold more multiple units than anyone else and how I NEVER had someone call up a day later with buyer’s remorse.”
-Stephen Jones, Director, JIEC Ltd.
Stephen succeeds because he assumes the best for his clients and himself.
He’s doesn’t bring any head garbage to the sale.
Most people underperform in this area because they bring their own biases and assumptions to the sale about how much one should spend, what’s “affordable”, what’s “too much risk”, etc., etc.
That kind a crap will screw you every time. Sometimes you won’t know how bad you’ve screwed yourself, cause you’ll still close the deal, it just won’t be as big as it could have been.
At its worst though, your head garbage stops you from closing the deal at all.
But Stephen is successful because he doesn’t assume. He reads the prospect, and then gives the prospect the confidence that the prospect needs to make a good decision.
Let the prospect show you what he wants to do and then sell him everything he needs that you have to make him successful.
That’s smart selling.
Sell with Pride,
Shameless Shamus Brown
P.S. Get rid of your head garbage and stop limiting your sales when you listen to my Persuasive Selling Skills Audio Program.