You heard me, Don’t sell. People hate being sold. I hate it, you hate it. We hang up on phone salesmen. So, don’t sell anything.
I can hear you shouting, but what do I do?!!? I have to sell stuff in order to make my quota so I can get my commission. (as heard through nasally whiny voice)
Become a fireman
Here is the simplest answer I can find. Tell the prospect only one thing; WIIFM!
WIIFMÂ What’s In It For Me?
Your prospect does not care about you, your product or service, how much it costs and they certainly don’t care about your commission. As a matter of fact, most of the time they care about how to get you out of their office or off the line so they can get back to putting out their fires.
Did you notice the answer to our question? Your prospect is trying to put out his fires. He needs a fire extinguisher. Get the prospect a fire extinguisher. We’re all trying to sell a product that will help our prospects, but we spend far too much time describing the color and size of our extinguishers, and not enough time showing them how it will put our their fires.
Describe how your fire extinguisher puts out fires the best.
Follow the analogy a moment. If a guy is struggling with a fire and you show up with matches, what is he going to do? However, if you show up with a fire extinguisher……..He’ll knock you down getting it from you.
Your job is to figure out how your junk will put out those fires. Do your homework, ask some questions.
In my sign business, no one wants a sign. So I sell them a customer / cash generating machine. If their fire is not enough customers, my extinguisher is a new wall sign, channel letters or Electronic message center. What’s your extinguisher?
go sell something.
The sign guy is the sales manager for Signs by RSG, a Minnesota sign company. He is available for seminars and training on sales. 763.753.7571
