The quote above says it well: “Selling is not manipulating; Selling is harmonizing!” So many salespeople I think are focused on the former and not the latter and that means that they are focused on themselves and not the potential client. It’s all about getting in, get the deal, get out and collect the commission to some.
Jeffrey Gitomer says, “questions lead to answers. Answers lead to harmony. Answers lead to productivity. Answers lead to customers.” Before we would ever have an opportunity to earn another person’s business, we must find out if they even want anything! The best way to do that is with questions.
I think salespeople need to think more about how they would feel with these kinds of “tactics.” Would it be okay for someone to lie their way in? Or, how about cold calling your business and trying to manipulate the conversation to get information? Or trying to sell you anything without taking the time to get to know you, your business and your needs?
Bart Nollenberger can help create more harmony in your sales or your sales department. See more at https://bartnollenberger.com