Thread: How to Sell... STOP SELLING...

Never thought of it like that! It can be a great investment in the long run!

So building rapport is where it's at?

Hmm interesting insight....I usually like to know soon/immediately if the prospect is interested so I can move on to the next one

Originally Posted by LTL

So building rapport is where it's at?

Hmm interesting insight....I usually like to know soon/immediately if the prospect is interested so I can move on to the next one

That's a short term mentality or low level mentality. And I don't mean disrespect in saying that. Quick fast sales are needed at say dodge or Chevy where you are paid a flat per car or at a cell phone store. Once you get to the point where profit means something. Referrals mean something. And long term means something. Then things change.

Originally Posted by AutoAdrenaline

That's a short term mentality or low level mentality. And I don't mean disrespect in saying that. Quick fast sales are needed at say dodge or Chevy where you are paid a flat per car or at a cell phone store. Once you get to the point where profit means something. Referrals mean something. And long term means something. Then things change.

I said usually.....

Take the example used here about the power of p*ssy......

Each approach works for different scenarios, in person I'm sure building massive rapport and establishing common ground will go a long way .ie refferals, repeat business, finding a long term partner


However there are some cases where a hard fast sell* is needed or you can veer off into trivial talk

*think brokers going through a list of leads
* or bachelor in bar filled with women

Interesting!! But...
How do you go to who you would be your new client?
Asking info about their company? It's already business...
How do you make a relationship with a company that you don't know without talking about business?
Thanks

In my field (marketing/advertising), we usually know what they're interested in. At its core fundamentals, most businesses operate on the same basic principles. So if we are talking to a potential client, we know that they have a target market, a product, and a desired ROI from their campaign. We get to that after building the relationship.

These are people that need to feel comfortable with who we are as individuals, as we will be spending a lot of time with them. They need to know that both camps gel well, that their best interests are always in mind, and that we can complete the project successfully.

It doesn't really matter what field you're in. It's about trust and retention.

Have you ever been to a car dealership that you can't wait to leave. The salesman tries to run your credit before the test drive, rushes the test drive, doesn't listen to your overall price goal, but would rather know how much you can afford every month, (you can see he has his best interests in mind, not yours, and it's blatantly obvious)

He doesn't listen to your needs in a vehicle (knowing you need a turbo diesel truck, but tries to stick you in the four cylinder minivan that has an extra bonus attached to it because no one can sell it). That's what you're describing. It's called pre-qualifying, and it's the reason many inexperienced sales associates lose a vast majority of their potential sales. And the reason a lot of young bravado bucks lose a vast majority of pu**y to us older guys.

You're looking for the quick sale, and at the first sign of no, you're off and running to try your hand somewhere else. Come the end of the night, you've spent so much time on micro meetings, that you didn't close anything. Where as, had you invested the time in building a relationship with that first girl you were talking to, you more than likely would have convinced both her and her best friend to close the deal. I believe in sales that's call a two for one.

Now think of the opposite. You walk onto a car lot, a salesman approaches you and asks if he can help you. You tell him your interests and he points you in the right direction. He makes a bit of small talk, asks you how your morning is, and who your favorite sports teams are because you're wearing some form of fan apparel.

You come inside and he has a fresh cup of coffee waiting for you on his desk because he knows you haven't had your brew yet this morning. Remember, you told him that when he asked how your morning was. He has the scores of your favorite teams, and agrees with you that the Colts are dead in the water without Manning. This strikes up a conversation that lasts almost an hour and goes far beyond sports and coffee. Your wall has been broken down, and he just sold you a car before you even had the opportunity to test drive one.

You had the preconceived notion today was going to be war, that he was a silver tongued shark in a suit, but it turns out he's a family man with many of the same interests as you. You know several of the same people around town, and if you didn't know any better, you would have thought you two had been friends for quite some time.

He treats you like family and makes the process enjoyable. You're not just another number. In fact, he may not even get you the best possible deal on the vehicle, but the quality of service and attentiveness to your needs makes up for the difference.

Like I said... that guy just sold you a car... the rest of your family a car... and all of your friends cars for a lifetime... BECAUSE HE SOLD YOU A RELATIONSHIP FIRST.

It works the same for sleeping with women. They're not buying the short guy, tall guy, fat guy, skinny guy, ugly guy, hot guy. They're buying what they perceive to be a future relationship.

Want to sleep with a woman the first night you meet her? Want to close that proverbial deal? Take an hour or two and invest into listening to her and building a relationship. And just like the car salesman above, she's probably going to tell her friends, which means you just sold her friends on being interested in taking you for a test drive too.

Invest in your potential customers, and they will invest in you many times over. Chances are, you will have several careers and sell several different products over your lifetime. So how do you remain successful no matter what field you bounce from or to? Determine the common denominator... You + Customer = RELATIONSHIP.

Remember, it doesn't matter what the product is, because it's not the product they're buying... It's you.

Amazing post Johnny!! Very clear!! Relaxed and friendly with your prospective customer!! It will help me!!
Thanks a lot!!

Fabio

Great post jcalifornia!

great advice