Don’t Threaten Me!

Don’t Threaten Me!

I was at breakfast with a friend the other day and we were talking about networking and building our respective businesses.

“I don’t think I’m threatening enough.” He said.

Excuse me. I wasn’t sure I heard him right so I asked him again. He reiterated that a very successful sales coach told him he’d build his business much bigger if he was more threatening.

“You’re too nice a guy”, he said. “Everyone likes you and feels very comfortable with you so it’s hard for you to switch into sales mode.”

My friend felt very uncomfortable with this. He didn’t feel comfortable switching into “sales mode”. He genuinely likes people and doesn’t like to pressure anyone into a sale.

This pressuring, “sales mode” attitude is why most of us hate salespeople. It’s also why most people are uncomfortable selling.  Hard driving sales tactics and techniques are just not who we are. They make us uncomfortable and make our prospective clients put up a great big wall between us.

Don’t get me wrong, I believe in, and coach people, on sales processes and techniques that increase the likelihood of making the sale. However, these don’t need to be aggressive and unnatural.  These can help you to build relationships instead of tearing them down.

Here are 3 tips for a no-pressure, natural, relationship building sale:

  • Don’t throw up
    The most important thing to all of us is…ourselves. So when we meet someone new at a networking event, or we meet with a prospect, why do we show up and throw up? Why do we insist on talk about ourselves so much before we know anything about them? If people are most interested in themselves, we should spend 80% of the time asking them open-ended questions to find out more about them. They’ll love you for it and it’ll have the added benefit of telling you what their “hot buttons” are and if they’re a true prospect.
  • Consult, don’t sell
    People don’t want to be sold. They want their problems solved. Instead of selling them, try to help them solve their problems. This shows them what you can do to help better than a canned sales pitch or a PowerPoint presentation. Some people are concerned that would mean giving their services away for free. However, spending 15 minutes or an hour helping someone solve their problems seems like a small investment to make to gain a new client.
  • Are you open?
    “Are you open to some help with that?” If you haven’t “thrown up” and you’ve “consulted” instead of “sold”, closing the sale becomes much easier. Instead of closing hard using a traditional sales technique, all you have to do is ask this one simple, non-threatening question. Most people are “open to some help”. It doesn’t mean you’re guaranteed to make the sale, but it does mean you’re much more likely to openly discuss the potential to do so.

Selling this way will ensure that if you don’t make the sale, you’ll at least make a friend. And friends refer other friends. You win either way.

What’s worked for you? What tips do you have to make the sale and make a friend at the same time? We’d love to hear them.

Jeri Quinn
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Jeri Quinn from Driving Improved Results is an executive coach, management consultant, speaker and author who focuses on communication in her work with executives and companies. She is the author of The Customer Loyalty Playbook, 12 Game Strategies to Drive Improved Results in Your Business. With more than 40 years as a serial entrepreneur.



Quinn has worked with executives and teams in over 40 industries, spoken at major business expos including New York City’s Javits Center, facilitated business development and extraordinary customer service at institutions such as MoMA and AIG, and has partnered with New York City, The Kauffman Foundation, Citibank, Merrill Lynch, HSBC, and Signature Bank to educate their clients.



She can be reached at:
jeri@DrivingImprovedResults.com
www.DrivingImprovedResults.com
www.CustomerLoyaltyPlaybook.com


Jeri Quinn

Jeri Quinn from Driving Improved Results is an executive coach, management consultant, speaker and author who focuses on communication in her work with executives and companies. She is the author of The Customer Loyalty Playbook, 12 Game Strategies to Drive Improved Results in Your Business. With more than 40 years as a serial entrepreneur.

Quinn has worked with executives and teams in over 40 industries, spoken at major business expos including New York City’s Javits Center, facilitated business development and extraordinary customer service at institutions such as MoMA and AIG, and has partnered with New York City, The Kauffman Foundation, Citibank, Merrill Lynch, HSBC, and Signature Bank to educate their clients.

She can be reached at:
jeri@DrivingImprovedResults.com
www.DrivingImprovedResults.com
www.CustomerLoyaltyPlaybook.com

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1 Comment

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  • Saskia May 25, 2011

    Jeri,

    I have found that after listening to a new contact talk about themselves or a struggle they are having, if I can offer just one tip or one story about someone I’ve worked with who had a similar issue, they then know I can help them, as well.

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