Gone are the days to successfully high pressure sell an individual or business and hope to retain them as long term customers or a great source of referrals. Customers have more choices now and feel a little violated or even "dirty" like they need to shower to eliminate how that "High Pressure" salesperson made them feel.
The goal would be to develop a rapport with the prospect and find some common ground to discuss without going straight for the jugular. A prospect can pick up quite easily if you are under pressure to close a deal to meet a quota or keep your job. Develop more personal skills versus following a script. Adapt to each individual prospect according to their industry, job, geographic location, etc. Look for something interesting or a current event in their industry to keep it a little warmer.
Look for more nuggets to follow...
Wednesday, June 11, 2008
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