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Issue #32 ~ November 17, 2009 Printer friendly PDF file
Transparent Sales
“Yes, this is a sales call!”
Have you ever received a phone call that started something like this? “Hello, my name is Chris. I am from ABC Company and don’t worry, this isn’t a sales call.” Instead, they want to give - yes, GIVE! - you a free trial (that turns into a purchase if not canceled after thirty days) or are looking for a donation of your time or cash. Either way, there is an effort to part you from your dollars - aka: a sales call.
For most everyone using a phone that no longer requires your finger to travel in a clockwise direction to dial it, most any call from anyone other than a friend, family member or doctor’s office calling to remind you of an appointment is probably a sales call. And to preface it with a statement like that above borderlines on insulting our intelligence.
The same holds true whether you work at a retail sales store, call on businesses to provide a product or service or hustle your rump in any number of other arenas where sales take place. For the most part, people are too savvy anymore to be “sold.” They will buy from you if they trust you and you provide a level of quality and value above that of your competition. Lay a corny sales technique on them and you might as well escort them or yourself to the door because everything you say thereafter is “muh-nah-muh-nah!”
Instead, try a little transparency. The customer wants to buy. They know you are the person that is going to conduct the transaction of their purchase. And they are ok with that. Certain purchases are understood to provide a commission and they are ok with that, too.
Rather than focusing on a sales technique or which of the top five closes you’ll use to make the sale, focus your efforts on what you can do to provide them with value (way beyond that of the product, service or your competition), gain their confidence and earn their trust. Do this, and do it well, and watch them pull out their paper or plastic.
An excellent example of transparency is me sharing with you part of my motivation for writing these articles. I have no delusions that readers think I am putting time and effort into these weekly newsletters just because I’m a swell guy. I really do enjoy writing and providing nuggets of good information. I also know that by providing something of high value on a regular basis will help position me at the forefront when the time comes that someone is in need of sales training or help with developing and communicating their image brand with a new logo, website or e-newsletter just like this one.
Transparency is not merely being open about your intentions, but backing it up with your commitment and sincere willingness to help others. Not everyone has the time or desire to publish a newsletter. There are several ways you can transparently provide value. Find twenty-one minutes today to identify what you can do in your business that will help you become transparent and bring down the “sales” wall between you and your customers and prospects. Work on that idea each day until you are ready to implement it.
Being transparent is not being presumptuous. It is not being arrogant. It is being truthful with yourself, your customers and your prospects. Being transparent in a world of high-pressure sales and stiff competition is a breath of fresh air and greatly appreciated.
Now Go Get ‘Em!!
“Yes, this is a sales call!”
Have you ever received a phone call that started something like this? “Hello, my name is Chris. I am from ABC Company and don’t worry, this isn’t a sales call.” Instead, they want to give - yes, GIVE! - you a free trial (that turns into a purchase if not canceled after thirty days) or are looking for a donation of your time or cash. Either way, there is an effort to part you from your dollars - aka: a sales call.
For most everyone using a phone that no longer requires your finger to travel in a clockwise direction to dial it, most any call from anyone other than a friend, family member or doctor’s office calling to remind you of an appointment is probably a sales call. And to preface it with a statement like that above borderlines on insulting our intelligence.
The same holds true whether you work at a retail sales store, call on businesses to provide a product or service or hustle your rump in any number of other arenas where sales take place. For the most part, people are too savvy anymore to be “sold.” They will buy from you if they trust you and you provide a level of quality and value above that of your competition. Lay a corny sales technique on them and you might as well escort them or yourself to the door because everything you say thereafter is “muh-nah-muh-nah!”
Instead, try a little transparency. The customer wants to buy. They know you are the person that is going to conduct the transaction of their purchase. And they are ok with that. Certain purchases are understood to provide a commission and they are ok with that, too.
Rather than focusing on a sales technique or which of the top five closes you’ll use to make the sale, focus your efforts on what you can do to provide them with value (way beyond that of the product, service or your competition), gain their confidence and earn their trust. Do this, and do it well, and watch them pull out their paper or plastic.
An excellent example of transparency is me sharing with you part of my motivation for writing these articles. I have no delusions that readers think I am putting time and effort into these weekly newsletters just because I’m a swell guy. I really do enjoy writing and providing nuggets of good information. I also know that by providing something of high value on a regular basis will help position me at the forefront when the time comes that someone is in need of sales training or help with developing and communicating their image brand with a new logo, website or e-newsletter just like this one.
Transparency is not merely being open about your intentions, but backing it up with your commitment and sincere willingness to help others. Not everyone has the time or desire to publish a newsletter. There are several ways you can transparently provide value. Find twenty-one minutes today to identify what you can do in your business that will help you become transparent and bring down the “sales” wall between you and your customers and prospects. Work on that idea each day until you are ready to implement it.
Being transparent is not being presumptuous. It is not being arrogant. It is being truthful with yourself, your customers and your prospects. Being transparent in a world of high-pressure sales and stiff competition is a breath of fresh air and greatly appreciated.
Now Go Get ‘Em!!