Consultative sales rep or order taker?
Do you have a point of view? Or are you a trained seal, trying to please every moment to get what you want?
In major sales situations, prospects respect and pay attention to those that have a point of view and communicate it.
If you are not willing to tell prospects where to go, in a clear, direct manner, you are just a member of the great unwashed, ordinary sales reps undistinguished from the masses, left rolling in the dirt for the crumbs not vacuumed up by top producers. Harsh, but true.
Top producers tell “grade A” prospects where to go. They are not shy about providing information about why they are worth listening to. They don’t pull their punches as to details that buyers need in order to make the best decision for them, and an informed decision.
First impressions are hard to overcome.
People don’t know things unless you tell them.
If you have expertise, experience, a point of view, examples of results, proofs and stories that real buyers need in order to make the best decision, you cannot be shy about providing it.
A buyer that is going to spend a lot of money or make a commitment as to something important to the company will not dismiss you because you spend 45 seconds relating facts about your superior credibility and results achieved.
Underachievers prioritize being non-salesy (aka doing anything they are uncomfortable with) and unscripted (aka unprepared,) so that everything is free flowing and natural.
That’s great. But after you finish deciding what you WON’T DO,
WHAT WILL YOU DO AND SAY that informs buyers as to your point of view, superior results and credibility?
In the beginning stages of your relationship, what are you going to say that enables buyers to conclude you are worthwhile, even superior to the rest? If you don’t provide them with enough, they will have a weaker perception of your value and you will lose sales you should have. You can do this in a way that is welcomed, appreciated and understated, yet packs the wallop of a 2 x 4. It takes preparation and practice.
You lose sales when you hold back, don’t put your best foot forward, are more concerned about the possibility of annoying someone than you are about providing buyers with information they need and want.
Be willing to tell your prospects where to go.
If you don’t, they will tell you.