Give Them the Unexpected
photo credit: antwerpenR
Once people believe others are coming in to sell them, they recoil, put up defenses and begin to rehearse reasons they don’t need whatever it is you’re selling. They may disguise this or do it under the surface, but it’s there. Chalk it up to a basic human emotion: We don’t want others to push things on us that we haven’t decided we need.
When entering the room to sell your clients, remove yourself of all documents and graphs for them to read, no pamphlets or charts. This will show them that something is going to be different about your presentation.
Present ideas to them that your almost positive they have never heard before, and at the same time your totally confident that they will benefit them in some way. People may not want to be sold, but they do want to learn something new, be the first one’s to hear of something that has a competitive advantage.
How do you get around peoples pre-conceived notions on selling?
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