By Connie Podesta
The world has changed. The way consumers buy has changed. That old school, “There are ONLY TWO left” tactics are out.
The truth is consumers have OPTIONS now. There’s hardly anything that we can’t purchase online. So, the high-pressure, gimmicky, push people to purchase sales delivery will get you exactly the opposite results than what you want.
I’m reminded of how many times I’ve gone into a car dealership only to have someone try the, “I’ve got to speak to my sales manager” routine. Now, when I want to purchase a car, I go straight to the manager and tell them I ONLY want to work with someone who has decision making power. I don’t want or need a middleman (or woman) in the transaction spinning annoying sales ploys in an attempt to extract a higher commission. Like me, most consumers today are savvy. We know what the bottom line price should be, and we don’t want or need to jump through hoops to get it.
So, stop playing games. Drop the cheesy dialogue. Eliminate the outdated, ineffective rhetoric and just talk to people with honesty and integrity. Give them the best deal in your power. Treat them the way you’d want to be treated.
When you do? You’ll see higher sales production. You’ll get more referrals. Your reputation will improve. You’ll feel more authentic. And you may find yourself happier to go to work every day rather than dreading the process of putting people through paces they have zero interest in playing.
To really connect with why this sales message is SO important — check out my short video above, Quit Pressuring People to Buy, which is part of my series called Top 10 Things You Need to Quit to Be a Better Salesperson. Click here to check out my YouTube channel. And if I can help your team to master this important lesson, please give me a call!