No Lie—Truth Is the Ultimate Sales Tool pptx

[...]... set you apart from the selling herd, that horde of salespeople your prospects spend so much of their time fending off 20 No Lie—Truth Is the Ultimate Sales Tool What happens when most salespeople walk in a prospect’s door? They’re dressed like a salesperson, they look like a salesperson, they’re carrying a salesperson’s case and/or laptop Everything about them screams salesperson! The prospect’s defenses... regular basis The small con, based on lying and blatant misrepresentation, isn’t a big problem in most sales organizations The Modified Limited Con “Hi I’m Barry, one of the boys in the neighborhood.” There are sales trainers out there who will hate me for saying this, but selling doesn’t have to be difficult Selling is the most natural thing in the world Babies start selling the first time they 14 No Lie—Truth. .. gives the price: $897 per month, just as we agreed This third line is your color selection Sunrise yellow, right? This next clause here makes us your only supplier in perpetuity Oh, and this section down here is the full parts and labor warranty It’s the best in the industry, believe me Good for a full 120 days What? No, I said, in perpetuity But look at 8 No Lie—Truth Is the Ultimate Sales Tool this... that the negative becomes the focal point of the entire presentation The more the rep goes on, the more importance the negative takes on in the mind of the prospect It doesn’t take long before the mealy-mouther starts sounding like a 3-year-old explaining that he wasn’t the one who took Making the Skeleton Dance 11 the cookies Not him Really Never mind the crumbs all over his chin and shirt and the. .. the rotting rhino If there’s (somehow) a rotting rhinoceros in the well that provides the drinking water of that country estate the sales rep is trying to sell (it could happen), he’ll do everything in his power to see that the buyers don’t discover that unsettling little detail until after the deal is closed and his commission check is cashed Aside from the ethics involved, hidden rhinos are like embarrassing... salespeople have to deal with Now I was riding with Helen Daniels, the woman who’d been at the top of the company’s national sales report for the last 3 years running We were meeting with the VP of operations of a good size uniform company Sure enough, when the issue of 1 Copyright 2004 by Barry Maher Click Here for Terms of Use 2 No Lie—Truth Is the Ultimate Sales Tool price came up, the VP acted exactly... 24 No Lie—Truth Is the Ultimate Sales Tool amount of sales training It was too much and not enough, but enough to get her into trouble and to keep us all sitting there waiting for hell to freeze over The sales cliché of course is that after the closing question is asked, whoever speaks next loses That phrase says more clearly than anything else I can imagine how—in spite of mountains of BS to the. .. the thousands of other euphemisms that companies come up with for 22 No Lie—Truth Is the Ultimate Sales Tool their sales reps might be one way to differentiate yourself from the bulk of the salespeople that most businesspeople and consumers encounter “Don’t forget, I’m a commission salesperson The more you spend, the more I make Now let me tell you why you need to be spending more and making me more.”... time the office I was calling had closed A few weeks later, I got my phone bill The charge for the 1-minute operator-assisted call, which actually must have been considerably less than 1 minute, was $10.88! Plus tax 6 No Lie—Truth Is the Ultimate Sales Tool Now I have no doubt that the operator’s time is worth $652.80 per hour ($10.88 per minute ϫ 60 minutes) At least it is to her And I’m sure AT&T is. .. making the decision on their own All that comes just a few paragraphs before the author invokes whoever speaks next loses as the most vital axiom in selling Two or three pages later, he compares selling to a bullfight with the salesperson the matador and the potential buyer the “grunting and stomping” bull The close is the matador’s “final thrust ending the match cleanly.” The bull is dead; the customer . sales training groupie.” 8 No Lie—Truth Is the Ultimate Sales Tool Maher Ch 01 8/8/03 12:13 PM Page 8 Sales training groupie?” “I didn’t say there were a lot of them.” She told me she was the. are like embarrassing relatives: They seldom remain hidden for long. So this is not a strategy that generates repeat busi- 4 No Lie—Truth Is the Ultimate Sales Tool Maher Ch 01 8/8/03 12:13 PM. extraordinaire, and all the people at McGraw-Hill. Barry was the prime mover behind No Lie—Truth Is the Ultimate Sales Tool. Without his insight, encouragement, and sense of humor, this would be a far