A popular Zig Ziglar quote got me thinking over the holidays…
“I have always said that everyone is in sales. Maybe you don’t hold the title of salesperson, but if the business you are in requires you to deal with people, you, my friend, are in sales.”
I think this quote runs deeper than it first appears… Everyone has had to sell something or sell themselves at some stage in their lives, and for the most part, everyone is good at it!
It is well known that people are not so enamoured by the traditional salesperson, especially in the UK… Salesperson ranked No.3 out of the 5 most hated professions in the UK, according to an article by Business-reporter.co.uk
And our shift in consumer behaviours with the use of technology has meant that your customer knows far more about you and your competition than they did pre-internet.
So why would we still think the same old ‘tricks’ work, when we are surrounded by people who know exactly what we are doing?
I still get phone calls and emails on a frequent basis telling me that ‘my manager will only give me this discount for this week’ when I know full well that it’s the end of the ¼ coming up, so they are just pushing for a close now… they won’t say no to me next week! Or, ‘I’m calling regarding your recent accident’ really? Does that one still work?
Why not mix it up with a little more honesty?
“ It’s the end of the quarter, so I have a really good deal for you this week, to be honest, I’ll still be able to get you a good deal next week, but management will be pushing for bigger sales at the beginning of the new ¼, so it really is the best time to get the best package you can… you know how business goes”
Do you think this might work better? I know it has for me in my sales career…I know my clients aren’t daft, they get sales calls all day, so I’m not going to bull&h%*t them.
What about this one…?
“I’m calling to let you know we have easy and effective compensation deals if you have been involved in an accident. Have you been involved in an accident in the last 5 years? We do all the hard work for you, it’s no win, no fee!”
How hard is that? If you actually had a non-fault accident, would you be tempted to just give it a try?
Coming from a sales heavy career, I might just be hypersensitive? But I have always found a more ‘real’ approach to sales pitches gives a much better result for everyone involved.
We would love to hear your views on the subject…