Build trust to get the sales momentum needed…because people buy from people. When a prospective customer doesn’t click with your sales person, accept that it is not a trust-building interface and, instead, put a different face behind your message until you do have a basis of understanding. This is the core of the latest tip from Mario Pretorius.
People buy from people.
Yes they do. Sex sells, confidence sells, relationships matter. There are many tags for this, but there are also many fits and misfits. Everyone hates at least someone. Then again, the object of hatred is probably liked by someone too, the Devil included. The answer is that the hater probably does not have, or still have, the ‘key’ to unlock the object of dislike, metaphorically speaking.
Your worst ex-customer will find a new supplier. Your best one might find one too – not necessarily by browsing competitive sites, but by being mesmerised face to face by a persistent person with a wonderful performance and a memorable message. Oops.
Here is the lesson of Katie Francis, the 2014 world record setting Girl Scout cookie seller: 18,107 boxes. Beside hard work and a lot of time, she said ‘You have to talk to everybody’. She was 12 years old. She asked everyone she met to buy. She got a lot of yes’s.
So your sales guys are still playing God by choosing carefully who they talk to, as if the prospect company can talk back? How would they know if they are not in performance in front of the audience?
Not successful? Use same message, different face. People buy from people. Some prospective purchasers just don’t ‘click’ with Greg. Then send Moira. Then Corene. Same message – by now the basis of understanding must surely be understood. Let’s build the trust to get the momentum needed.
This tip is an extract from the manuscript of “The Unconventional CEO: Common sense outside of conventional Management thinking” (by Mario Pretorius).
