Faulty Sales Technique
Salespeople are both a blessing and a bane to every industry. You can't live with them, and you can't live without them.
“How are you tonight, Mr. Smith?”
“Glad to hear it! Mr. Smith, my name is Phil, and I'm calling…” Click.
Salespeople are always people people. People have to love people to do sales because life of a sales person is filled with people. Most sales people are natural people people before they enter sales market. That’s why they go into sales!
Then comes sales training, and natural people person gets canned. No, she don't lose her job. Rather, he is forced to learn and use a canned sales spiel and proven sales techniques. Much has been written about sales. And a lot of it is great, but a different lot of it isn't.
Sales Training Contradiction The other night I stumbled across a blaring contradiction in literature that puts sales people in an impossible bind. Every sales person is taught two fundamental sales techniques that are in stark opposition to each other, and few people seem to be aware of it— not even sales people who use them. Perhaps this contradiction contributes to fact that sales people generally have a poor reputation. This contradiction may help explain why identifying one’s self as a sales person so often engenders a smirk.
The Art of Listening The first of these contradictory techniques involves art of listening. Sales people must listen to customers in order to understand their needs, so that they can shape their sales approach to fit needs of customer. The sale must be tailored to needs of customer.
The customer is supposed to be king. Customer service is all rage. The customer is boss. Thus, listening to customers is good. Everyone could benefit from listening more— and from listening better. People often talk past one another, each person fully committed to sound of his or her own voice. Things gets said, but not much is heard.
The Problem of Hearing Listening is essential. A sales person who doesn't listen is a pain below belt. But so is hearing. The difference between listening and hearing is crucial. Listening to someone means that you understand what he has said. But hearing someone means that what she has said has caused a change or adjustment in your thought process, or even your life. To hear something is allow what you hear to change you.