When I first learned selling, most gurus out there told me to “persuade prospects by pitching your product with a smile and that fancy suit!” I know that you may think that I’m exaggerating, but I’m not. This is what 90% of the sales literature out there says to do. Look really smooth and give that perfect presentation to prospects—that’s how you should sell.
In reality, this translates into, from the prospect’s perspective, “Throw up all of your information onto me even though you don’t if I even need, want or have any use for what you have. Oh yeah, and do it with a slick, inauthentic style, so I definitely won’t trust you.”
This is why many sales people are losing sales–they are listening to the gurus that developed their techniques in the Post WWII era. If you are doing anything that involves a pitch, slick style and that thousand dollar suit, it’s time to stop. Prospects have been dealing with that for, literally, the past seventy years.
Rather than focusing on being smooth, be authentic. Be real.
By Marc Wayshak, America’s Sales Coach on Game Plan Selling and Sales Trainer Boston.
For more info Game Plan Selling and the Boston Sales Trainer, click here.