What the Strauss-Kahn case is Teaching us about Sales
Posted by Frank Belzer on Fri, Jul 01, 2011 @ 05:52 AM
The world has been following the drama, scandal and intrigue woven into the Strauss-Kahn Case and this moring we learned that there is at least the possibility that the case will unravel. Many had thought it was over and that Dominique was never going to be a challenge in French elections - but then the key witness lost credibility!
Now in spite of the scandal and baggage some hope to see him return to the 2012 race.
These latest events teach us one important lesson about sales and selling. When you lose credibility the outcomes can change overnight or in seconds. When you have credibility (or regain it) then the baggage becomes experience and the charges laid against you by competitors become rumors - you can still close opportunities in spite of other problems!
Of course the case is not done and who really know what the outcome will be - we have however seen a shift that could well change everything.
Do you have an opportunity that is going in the wrong direction? Have you ever found yourself losing traction with a prospect after you presented or thought you had overcome an objection? Have you ever left a meeting and thought it went well only to get an email later saying that they went in another direction? If you have then you need to ask yourself - did I fail to establish true credibility
Dave Kurlan calls this quality speed on bases in his book Baseline Selling.
Establishing that type of relationship and credibility is not usually easy and it often requires a sales person overcome their own weaknesses and skills. My good friend and colleague Rick Roberge wrote an E Book that you can now download for free here - these tips and lessons might be a start and get you on the right path.
