This post was mentioned on Twitter by paynem: Discover the “sell naked” sales bootcamp. WOW! http://bit.ly/4xTSly...

Sales people typically want to hurry the sale EVEN when they know what they have will benefit the customer.

Soon, you will have the credit scores you want and you’ll put this work behind you. Thanks, Tony.

Mike

I do a lot of things. I work in the information technology field for a school. As for sales in this area, I try to sell myself to my customers, my peers, and my boss as being one who can get the job done.

I am also a musician.

One other thing, I am working to get my credit scores higher.

I do a lot of things. I work in the information technology field for a school. As probably sales in this area, I try to sell myself to my customers, my peers, and my boss as being one who can get the job done.

I am also a musician.

One other thing, I am working trying to get my credit scores higher.

The “dark side”? Do you mean “sales” in general or using the phone? Chances are, you meant the phone. Using the phone is the same as using the computer (Internet). It’s a TOOL.

That’s it. Joe & Dawn Pici of Sell Naked Sales Training Bootcamps do NOT believe the phone should be used for sales. The phone (and this is a BIG paradigm shift for many sales people) should be used for presenting value and booking appointments. Unless you’re selling Girl Scouts’ Cookies or a 49 cent widget, real business is done face to face AFTER you connect and build rapport with the other person. A buyer must know, like & trust you (the sales person). To be quick, Joe & Dawn not only are accomplished DOers themselves but also they are behavioral specialists. When you hear them introduce and drill down into the FOUR primary behavior styles the light bulb goes on…big time. For me, I suddenly knew WHY I fail to connect with some people. Keep in mind, this is NOT about “personality” styles. We’re talking behavior styles. Personality is static; behavior is dynamic, considering environmental conditions as well.

For instance, if you encounter a potential customer who is stressed out (unbeknown to you) you might mistaken that person for withdrawn or even rude…that this person is NOT a potential customer. So what next, you cross this person off your list. You “mis-read” this person.

Or what about this one: you show up to an appointment and you try to do everything right (that is, VALUE versus features). You listen; you ask questions. You think you’re nailing the presentation but the prospect will NOT commit. In my case, my behavior is defined as “D” for very direct, fast and domineering. “C” is calculating in that I need LOTS of facts, figures & proof. I intentionally will not buy immediately. There’s more to it, but the other two are “I” and “S”. An “I” is the fun-loving, people-loving person. An “S” hates conflict and making a quick decision. Does not care for aggressive people (that is, the “D” type).

Are you getting the picture here, Dennis. My “D” dominant behavior type might be construed as pushy and rude by a decision-maker who is an “S” behavior type. Bottom line: I strike out because I tried to consult/sell to MY behavior style. I did not understand the prospect and consult according to his/her behavior type.

AND….

This is the beginning of the Sell Naked Sales Training Boot Camp!

I used to HATE (did I say “hate” strongly enough) making contacts with the phone. Hated it. I was doing it all wrong! I was savvy enough to understand VALUE statements. Yet, I needed a quick, powerful “script”.

Last, forget the misnomer of a “gatekeeper.” There’s no such thing as a “gatekeeper.” Ideally, anyone in SALES should strive to become a trusted adviser. Once we finally reach RAPPORT with our prospects, we will be able to sell. There’s much more but my fingers cannot move as fast as my brain when recalling that amazing 3-day boot camp.

Thanks for commenting, Spokane Business. Let me know what else you want to know.

Mike