The Sales Archaeologist

I want you to think about the truth behind a great statement by Harry Beckwith . He says that prospects will always “hear what they see”.

How do you react when a when a company sells  itself as “cutting edge” but has a web-site that  looks like it was put together  in the mid-90’s     using Microsoft clip art? How about a Financial Services company that promises to make you wealthy and yet their office gives the impression that they are themselves struggling to make ends meet – what happens? The message, the "what" they are saying, gets crowded out by the loud din of what you are seeing!

So let’s assume that we all agree with that premise.

So now let’s merge that with another fact – people buy you first. That being the case, is it not also true that people will, “hear what they see” when it comes to dealing with sales people as well? Perhaps you pride yourself on being a relationship builder and networker – do they see that or just hear it? Do you talk about how you need to understand their business and become an advisor? Do it, don’t just say it! Do you understand your prospects world and the solutions you offer better than anyone?  Great, but you better be able to deliver or it doesn’t matter.

This is another reason why talking too much on a sales call is dangerous – the more you say, the more opportunity there is for a potential client to pick up on something that just doesn’t jive. The more you talk about yourself and your company the greater the risk of contradiction and even the smallest and slightest amount of dissonance will have a substantial impact.

So why not ask the tough questions of yourself? Stand in front of the mirror and ask what type of aura (your name here) is giving off. Does your non-verbal communication line up with the verbal part? When both sides line up and are synchronized something very cool happens – we are genuine and that sells! Also think about your virtual aura – your linked-in profile for example.

If you struggle with doing that why not run through our Sales Achievement Grader and think about getting yourself evaluated and perhaps even coached one on one, so that you can get a clear picture and most importantly, get to the next level.

If you own a company or are a CEO of a company what does your office, your website, your people, your partnerships, your re-sellers and your deliverables say about you? After all, that is what people will “hear” above everything else.