Watch how selling is typically done and what you see often defies common sense and logic. For example, in a conversation with a new sales manager on Wednesday, he informed me that he was told by the more tenured sales guys to share a success story when a prospect says they are working with other vendors. When I asked if that would convince him to change his mind if he were the buyer, he snorted and said in an incredulous tone, “Of course not.” “Then why would you do that,” I asked. To which, he replied, “Good question.”
A lack of common sense and faulty logic are frequently present in selling. No one really likes to be sold to, yet, salespeople still try their best to talk people into buying.
In Sales Yoga, we allow the better salesperson to sell and the better closer to close. Every time that’s the buyers since they always believe themselves.
In looking at how you sell, let logic and common sense prevail. Ask yourself, “Is this how I’d want to be treated if I were the buyer.” If the answer is “no,” behave in a manner that is congruent with the selling you would want to experience. That’s much better than subjecting someone to a sales approach that not even you want to receive.