I remember a discussion with a fellow account manager, John, about how best to build rapport with your prospects as a salesperson.
I told John about a particular strategy that I found enormously successful in strengthening relationships.
To my great surprise, John totally disagreed with me!
John said "this kind of manipulative approach is not what a prospect is looking for!".
I told him how I used the strategy with great success.
To which John told me that he had used the same strategy in the past, only without success...
To convince him, I told him which other successful sales colleagues were using my strategy.
John then told me which successful sales colleagues had used this strategy without success!
I didn't understand it at all, because I had seen with my own eyes that this strategy worked extremely well!
Why did John not believe me? Was I wrong?
John was, in fact, a very good account manager.
Only then did I realise...
We both relied on our own experience of what works and what doesn't. And I realised that almost every sales professional works this way.
The method both I and John used were both b*llshit!
Because it is not based on science that can be proven to work time and time again!
That is why the results of most sales strategies are so unpredictable.
As a result, you have to "guess or hope" that your strategy works!
Sales is too important to be based on opinions or gimmicks!
Who agrees with me? 👇👇👇
#sciencebasedselling #entrepreneurship #newbusiness