The last time someone asked you: “What do you do?” How did you answer? If you got an answer such as “Oh.” In all likelihood, they did not resonate with you and that individual has officially tuned out. The reasons are many such as: no need, no interest or even, no money. However, it could also be that you verbally ‘vomited’ all over them and now they are just looking for an escape route to get away from you.
That was a question asked of me recently during one of my sessions of The Action Suite. “Maybe they shouldn’t.” was my reply. Total silence was the reaction.
You cannot ‘get’ anyone to switch to your product or service. Studies have shown that once customers feel that they are being pushed, their emotions will take over, and they will resist with more vigor even if it means that if they did make the switch, they would be better off.
Two words that no one wants to hear: “You’re fired.” Two words made famous during the running of ‘The Apprentice’ on television. Two words that some in the United States would like to say to the current President. It has in all likelihood happened to you if, you have been in this game as long as I have. It certainly has happened to me. That will be another blog for another time. However, did you know that as a sales person you can ‘fire’ your client?
If you do and sound like everyone else, why would anyone choose you over someone that they are dealing with now? Further, if they are not dealing with anyone else now, why you and not one of the other clones of you? By being one of the collective, you are bringing your product and/or service into the dangerous realm of being a commodity. The only way you will ever win in that scenario is by being cheaper than anyone else. Those clones will then, offer it cheaper than you and so on until someone wins the race to the bottom. As I have mentioned before, that is the race you should never want to win.
I was having a conversation with an individual whom I admire at a Toastmasters meeting on Saturday morning, that seemed to be having an internal struggle about something that he was speaking about to a youth group the night before. His message was, there is never a reason to lie and even a little white lie, is a lie.
“How are you?” “How was your weekend?” “Are you ready for a change in the weather?” “What do you think is going to happen in the game tonight?”
Are you tempted to move to the next blog? I know I am and I am the one writing it. However, how many times do you hear those questions in a day? How many times have you done it?