The Old-School sales gurus have taught us all the same old crap:
- Giving enthusiastic rehearsed Powerpoint pitches based on little information
- Being insincerely smiley and friendly
- Trying to persuade prospects rather than understand
The problem is that these techniques ultimately make us like every other sales person our prospects meet. It’s not that these techniques are inherently wrong, they’re just common. And when you are perceived as like every other sales person, the protective walls of the prospect go up, and you instantly have no more value to the prospect than a guy begging for money.
This sounds very harsh, I understand, but let me explain. There was a time, when these sales techniques worked—about 70 or so years ago, when they first were developed. Back then, prospects were not used the salesy approach, they had little access to information on products and they had much more time. Nowadays, prospects are fully prepared to defend themselves from the pitch—in fact, there are now buying training courses that help buyers extract the most value from sales people (If you don’t believe me, just Google “buyer training programs”). Prospects have limitless access to information through technology—no longer are they dependent on sales people to access information on products and services. Finally, prospects are busier than ever, so they don’t have time to be disrupted for a sales pitch. I just read a statistic the other day that the average corporate employee has 59 hours of work piled up on his or her desk.
Times are different in the 21st Century and sales people must adapt or die. It is time that we behave differently than the average sales person. Game Plan Selling is all about being different than all of your other competition.
By Marc Wayshak, America’s Sales Coach on Game Plan Selling and Sales Trainer Boston.
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