Building value with a prospect is a common challenge among many salespeople. And at the core of this is showing respect to your customers.
This week, I got the chance to speak at the Eastern Minority Supplier Development Council where I spoke about sales, specifically about how we can build value in every single conversation with our prospects.
Show Respect Especially When You’re Told No
In the aftermath of Hurricane Irma, a lot of trees fell down. Although it didn’t directly hit our area, the winds were so strong that our place got affected significantly. In our backyard, we had a mango tree that gave us good, sweet mangoes. Unfortunately, the tree, being too young, wasn’t able to withstand the hurricane. So it snapped!
At this time, people went around knocking on doors trying to sell their services like tree removal and yard services. Everyone was trying to hustle. And here are two intoxicated guys who asked if I needed some help with our mango tree.
I told one of them that he was clearly intoxicated and wasn’t prepared to have a meaningful business discussion with anyone. And he replied, “Good luck with that. That probably is going to take a long time.”
He just insulted my decision. There was no way he was going to persuade me obviously.
Here are key principles that I’ve learned from this experience that is totally applicable to sales:
- Never burn a bridge.
In this case, the guy totally burned the bridge since there’s no way I’m going to refer him to anyone.
- You don’t insult buyers.
There’s something about making your buyers feel good that will help you in the long run. Instead of insulting, do it in a more tactful and professional manner. Stop being a jerk.
- It’s not only what you said but how you said it.
You also have to remember that it’s not just what you said but also the way you said it. One silly decision could greatly impact your business.
Join our online workshop this September 26 and learn the 5 Ways You Can Become a More Persuasive Seller Without Being a Jerk
Maximum Influence by Kurt Mortensen
The Three Value Conversations by Erik Peterson, et al.
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