In the pre-Internet days people used to say, “Buyer Beware.” Companies were in control. They set the price. They educated the buyers. They negotiated from a position of power. That’s not the case anymore. The tables have turned. It’s “Seller Beware.”
Nordstrom’s sales associates are amazing closers. What makes them so effective is you don’t even realize you’re being sold to. One of their secret weapons in the Closing Room.
Sales people claim to lose a deal for 3 reasons: price, features, reputation. But these are superficial reasons. To avoid objections stop selling, and start facilitating.
Customers don’t want sales people, they want business people who solve problems.
Who has time for slick talking, no substance sales guys? No one. Who has time to spend countless hours golfing, lunching and socializing? I can’t think of many. As Tim Sanders related on his blog, “Don’t invite me to lunch if you want to sell me something. Set an appointment at my office to come pitch me if you really want my business!”
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