Pt 3 of 8 Outdated Tactics

Outdated tricks

Here’s a simple rule every sales person should commit to memory: If you’ve heard it on TV, seen it in the movies or if it has a really cute name like “the puppy dog close,” don’t use it. Period. End of story.
If these outdated tactics have made it to your local Cineplex, odds are, your prospects will know them just as well or better than you do. This is particularly true if you’re selling to someone from an older generation. And as soon as your prospect realizes that you’re trying something they consider to be a sales tactic, you’ll lose all the trust you’ve worked so hard to earn.

Instead of trying to show how clever you are, try focusing your time and effort on building rapport by asking questions, creating customized presentations based on your client’s specific needs and aligning yourself with their buying process. In short – as you’ve probably heard me say a thousand times before – be nice, stay focused and get to work!

The top 10% of sales people spend 100% of their energy during sales calls on building the customer relationship, not trying to figure out which tactic they’re going to use. Tactics build resistance. Focusing on the customer builds relationships.

Remember: rapport leads to like, like leads to trust, and trust leads to a profitable relationship. In every sales call you make, ask yourself: “Is what I’m doing right now enhancing or eroding my relationship with the client?”

Stay Tuned for Pt 4