COMMENTS
If my salespeople had internalized this sales advice, I and they would have preserved much energy. In my sales experience, it has mattered little what I thought. What my prospects have said and felt are the keys to the kingdom.
The only way to "interpret" what someone else says is to ask questions so that they can explain what they mean, Most sales people hear what they want to hear or assume that we all mean the same thing.
I like to use the example of DRM. If a customer uses this acronym what does it mean? To a copier salesperson, it is Device Relationship management, but to a not for profit, it is donor relationship management a form of CRM. However, to many IT folks today it is Digital Rights Management - a nightmare for most IT folks. So how do I interpret what they mean? I ask! Two ears, one mouth - maybe God had a plan. Of course, for many sales folks they hear Two beers, one mouth maybe God had a plan!
Ouch. I would encourage you to link to Gitomer's article too, Dave.
However, your point is spot on. Interpreting what someone says is important. However, too many people interpret and think they understand, when in fact they're using their own biases to interpret.
A good salesperson, as Dave is pointing out, confirms that they understand what they're prospect is saying by restating it and then asks "Why".
This isn't splitting hairs. I suggest that anyone who thinks so picks up Dave's book. They'll benefit more than Dave will.
how right you are!!!!!! tom hopkins does a much better job than jeffrey inpresenting a total package for helping people buy what is in their own best interests and not SELLING.
In the end, the key is to express what you think they want and get them to agree in writing, then it is legally binding.
In my experience very rarly does someone tell you the truth about what they are thinking or even meaning. How many people have you sold that said this will be tough to afford then paid cash or requested no payments. You must analyze the thoughts and seek all possible meanings. "This is tough to afford," sometimes means you have not spent enough time convincing me. I think he was talking about the tough sales that require the salesperson to analyze what the true meaning behind tough to understand statements. We don't need help with the lay downs, at least I don't.
Most all sales seminars are pure bunk. The secret has not changed in a century. From W.Clement Stone to today. Enthusiasm and a genuine care for humanity is the basis of all sales. Technique is helpful, but the teaching world has now become a manipulative process, which ultimately fails in the long haul. I know, I have made more money in sales than any poster here. Promise. My advice is free.
Great conversation team! Now let me add my two cents. Think about the last social event you went to. Now think about somebody new you met who you really liked. What were the qualities in that person that made you like them? We often can't put our finger on it but if you think about it closely, that person asked you about your family, your job, your kids, your hobbies. Now think about what I call the "party Jackass." What were the qualities in that person that made you not like them? Of course, all they did was SELL themselves and never asked any questions. So the simple life and SALES truth is, if you want people to like you, genuinly care and demonstrate it by asking questions and listening. If you do NOT want people (or customers) to like you, the formula is just as easy. Simply make it all about you by making a ton of statements. But here is my take. To serve the customer better than your competition you caring is not enough! You need to provide more value more quickly than the OTHER caring person walking in the door. And to do this , you need to be very specific in how you do it.
So add that selfless personality along WITH a sales process to truly serve the customer. Let me know what you think of my sales process. It is called PRECISE Selling.
Prepare
Respect and Trust
Engage with Questions
Convey Solution
Indecision-Overcome it
Secure Agreement
Explore
Once a salesperson combines a selfless attitude with the repeatable process above, the end result is fewer wasted words, fewer FOLLOW UP calls and more honest Yeses and even Nos. To learn more about the book that discusses these principles, go to
www.preciseselling.com or check it out on Amazon. The book is called 20 Days to the Top and directly supports the Sullivan Family (my family) college fund. Plus, you will not only learn or relearn some good stuff, I promise you will open laugh at the anecdotes. Thanks for letting me give a cheap plug to the book! Great luck selling Team! See you at the TOP!
P
My point is, you are all EXACTLY correct in your postings above and all
In fact, I have little doubt that everybody posting here is a top sales performer because you are taking the time to have a discussion about sales! Now here is my take. the greatest salespeople are selfless.
You're an idiot. Jeffrey has given some of the best sales advice anyone can have. He obviously knows the secrets because he can very skillfully sell his consultations, books, cds, dvds, etc..
Jeffrey has a lot more money than you.
He stiffed us out of $8,000.00 in the 70's. So much for the "Great Salesman"! Fraud...
Everybody reads this text in another way... Everybody has an another interpretation of the text. How can you say that Jeffrey is better than Dave kurlan. It's not relevant... Sales is all about how good your product or service is and if the client likes the salesman. Like Jeffrey says: "People don't like to be sold, but they love to buy !" And if the client likes you, then it's possible he will make an order.
This is just my opinion, so people, if you think I'm wrong, just say it on a polite and decent way.
gr shaun
I like Jeffrey's approach, but Dave is correct here. Most of us in Sales pride ourselves on our intuition, our ability to "read the situation" and too often we get it totally wrong. Listening, asking honest questions and building trust with the prospect, are far more likely to produce a successful outcome.
sb
@all - this post is now two and one half years old and people are still commenting. However, it's not about Jeffrey vs. me, and it's not about which advice aligns most closely with your beliefs or styles. In the end, it is what will help the most salespeople, get the best possible result, in the easiest way, and in the shortest time, with the least resistance.