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Sales Gimmicks - Do you Use Them? Do they Work?

Posted by Frank Belzer on Thu, Jul 28, 2011 @ 04:42 PM
  
  
  
  

According to This Guy his approach is not Gimmicky and he wants to be known as the “Gimmick Buster”.

Can you believe that? Those of you living in New England know that nothing could be further from the truth. Just because he says that or makes that claim doesn’t make it true. Why then do I as a consumer feel that his approach is “Gimmicky”?

  • His Tonality
  • His Context
  • Words He Uses
  • His Appearance
  • His Cheesy Style

Is that a sound basis for my feelings? Is it reasonable? Is that enough? Is that even accurate?

It doesn’t really matter because all that matters is the perception  - If I, or any prospect, feels that a certain approach is gimmicky then it probably is and just because the person says they want to be know as the “gimmick buster” – well that just sounds like another gimmick to me.

chart resized 600

Regardless of what you are selling you need to get someone to move from one stage to another. The stages are important but what happens between the stages is often the most important. If you look at this chart you will realize that This Guy has not succeded in moving me from box one. If anything I am more entrenched in my position than ever.

If he did somehow succeed and get me into the second box (a minor miracle) then I would still be extremely hard to sell anything to – only when I was interested could the sales process even begin. When you look at a sales process it must begin with interest, the person needs to be engaged. You cannot and will not sell to someone that is in the top two squares of our chart – impossible!

What are you doing early on to engage with potential prospects? You must say something that eliminates the resistance and lessens the skeptisism so that they can hear you long enough to be interested. Can you do that? Can you do it in 20 seconds or less?

 

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COMMENTS

When I'm prospecting, I look to those companies whom I genuinely care about, and care about their success. From there, it's a round of questioning that asks how they're doing, what challenges they are facing and then, once I'm educated about where they sit, offer up assistance to those areas where I can help. If I can't help them now, but come across something that may be of interest to then later, I will send the prospect a note. If there is immediate need, I work with establishing compelling reasons as to why they need to take action. I continue to practice what I learned and resist what I know does not work.

posted @ Thursday, July 28, 2011 5:07 PM by Ryan Breske

Frank, like you, I've had the opportunity to interact with thousands of salespeople, entrepreneurs and business owners and every one of them has an image of a salesperson in their heads. Sometimes, it's a vendor that treats them right, has moved up the "trusted adviser" ladder and deserves to be called professional. Sometimes it's a discounter, talk out of the side of his mouth, any lie to make a sale, read every book on closing tricks, loves words like sharp-angling, reversing and negative reversing type of salesperson and true professionals don't want to be that person. They don't need to be.

posted @ Saturday, July 30, 2011 7:00 AM by Rick Roberge

Comments have been closed for this article.