STOP Beating Down Doors!

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A knock unanswered is a nudge

                        

in the direction of more

                                

productive selling, not an

                               

invitation to pound on the door.

 

Every one in every business or profession is engaged in sales. Some don’t want to be. Some don’t accept that they are. Some push so hard running in place that they wear out their treads and lose traction.

Some give up on the starting line.

                                                 

For the benefit of those from the “knock ’em dead” school of pushy salesmanship (who are probably out there selling cars instead of reading this anyway), put all “the failing economy” excuses aside, and consider these ugly face-the-facts truisms as you examine reasons for not making sales quota:

Assertiveness is not aggressiveness.

Speaking up for yourself is not the same

as punching someone in the nose

. . . and the flip side:

No one ever bought anything

from a slab of fish fillet.

How happy this news must make all you handshake aficionados who are smart enough to know deliver a handshake that comes down the middle, avoiding both the MMA bone-crusher grip and the floppy wet, soaped-up washcloth slither slide.

Effective, successful sales professionals mimic and resemble in attitude what they present of themselves in that first three customer-size-up seconds of presenting a genuine smile, trustworthy eye contact, and a handshake that speaks of authenticity.

So why do most home and business service providers not get it? Most one-man-band performers see themselves as service provider performers, not sales professionals . . . not sales anything.

They are SEO consultants, or upholsterers, or plumbers or electricians, or painters, or carpenters, or designers, or bookkeepers, or carpet cleaners, or hairdressers, or artists, or window-washers, or specialty retailers, or delivery service people, or car service specialists, or appliance repair specialists, or photographers, or building maintenance people, or writers or editors, or . . . you name it.

They are not, and do not want to be salespeople.

They are not and do not want to be politicians.

They are not and do not want to be agents.

They DO want to be businesspeople and get paid fairly for their services, but most are not willing to be open-minded enough to accept that today’s market for home and business services is filled with less capable, more personable provider options.

And being successful means being able to compete . . . not by being “Mr. or Ms. Personality” but by being more focused on how they come across to others, on how carefully they listen.

It really doesn’t take much to ask questions, listen carefully to the answers without interrupting, take notes, nod, smile, offer reassurance, and hand over a supportive piece of paper or simple folder that outlines the basics:

  • credentials

  • insurance and bonding contacts

  • customer references

  • contact information

  • payment terms

  • satisfaction guarantee

  • ah, yes, and a website address (simple outperforms nothing every time!)

There’s no need to stand in place and recite these.

Face-to-face time must be used productively, listening 80%, talking 20%!

When a best-effort presentation or introduction has been made, and there’s no expression of interest, or there’s an expression of interest but the prospect literally “disappears,” stop beating your fist (head?) against the guy’s door.

A dead-in-the-water sales pitch will not revive itself because you don’t want to give up. It will instead eat your time up sideways, and haunt you. Knock on another door.

Accept that what you had to offer just didn’t work for that person at that time and/or that she/he simply overlooked being courteous enough to not lead you on . . . and get on with life!

 

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# # #

Hal@BusinessWorks.US

“The price of freedom is eternal vigilance!”   [Thomas Jefferson]

Thanks for visiting. Go for your goals! God Bless You.

Make today a GREAT day for someone! 

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