Monday 26th July
Sales Skills
That’s enough about ME. Let’s talk about YOU…. What do YOU think of ME?
I’ve just sat through a sales pitch from a software company that wanted to sell me the latest thing in …errr… software. Don’t get me wrong. I invited them in because I am interested in the type of software they offer.
Instead of finding out what I needed, the company in question spent almost the entire meeting telling me why I should use them, who they had worked for before and in what capacity.
Borrrr-inggg.
Hello..if a potential client has invited you in, they already know this stuff. That’s why you’re there. What you need to do is find out about them.
How many times have you been stuck with a terminal bore at a party? What made them boring? Yes, they talked about themselves all night.
And how many times have you met someone and just clicked? Why? Because the other person made an effort to find out about YOU. To listen to YOU.
This is such a simple concept that it still amazes me that salesmen choose to ignore it.
