In Sales Throw ‘em a Change Up

Oct 15, 2019

MLB playoffs are in full swing, so let’s talk about change-ups.

Prospects are always waiting to crush your sales pitch – so don’t give them one. Change it up.

Every salescall you go on can really be an ambush in disguise. Current clients & prospects that you visit know exactly why you are coming – they know your intentions: to sell them something.  Seems fine, right? All is above board, no secrets, everyone knows what to expect. What could be wrong with that?

Here’s what could go wrong: One simple rule that you will find in Gitomers Little Red Book of Selling – Nobody wants to be sold.

Once people believe you are coming in to sell them, they recoil, put up defenses & rehearse reasons they don’t need whatever it is you are selling. They may disguise it or do it under the surface, but it’s there. Chalk it up to a basic human nature. We don’t want others to push things on us that we haven’t decided we need. We don’t want to be convinced of anything.

So, stop pushing. No convincing. You should disarm & surprise prospects so what they actually experience during a sales call isn’t even close to what they expected. Take it away from them (aka The Pushback).

How?

People don’t want to be sold, but they do want to buy. They want to be informed & they want to be surprised (good surprises). They want to be the first to know. They want a competitive advantage.  You provide this.

Let’s rewind the film. Rethink how you enter the room, what you say & how you say it. Chances are good that the would-be ambush will turn into an embrace. You’re not the prey. You’re the trusted adviser – the solution provider.   When this happens, you won’t have to sell them – they’ll sell themselves.

Now go out & open up some opportunities – then be the closer.

 

Dave Tear

Founder & Coach at Sales Coaches Corner
Dave Tear is a high-impact sales coach and trainer. He puts science to a very artful profession.
Dave Tear