“The lack of a sense of history is the damnation of the modern world.”
– Robert Penn Warren
Selling is Not…
# 1 in Series
- Convincing a person
- Manipulating them with fast talk, endlessly asking questions, repeating the same things with new words and never stopping the stream of words until the prospect either…
- clicks the off button
- turns and walks away
- or says “Yes”
Forty years ago, when a study of careers was made, one question asked you to rank jobs that you would like your children to work in…
Being a sales person was 49th with 1 being most desirable.
Dad and I did not sell this way. Dad sold washers and dryers, house heating/cooling heat pump systems and freezers with 2,500 sq. ft. of floor area.
I sold beeswax candles, then Fuller brushes, then business systems and $1,000,000 computers and after that, to help others, my experience; did this as a consultant/coach.
Dad & I knew that buying and selling are both Educational Processes.
We consistently landed sales during the first face-to-face visit and if not, then during the second one.
We never “closed” a sale.
We always “opened” a relationship, a respectful friendship. Our opening rate/ratio was 50% minimum.
NEXT WE LOOK AT HOW YOU DO IT IN TODAY’S WORLD.
Nuff Said !!!
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