All through my sales career I was taught, and I have taught, to use the infamous “why” tactic. I am sure you have done the same. The potential customer poses an objection and you ask why. “Why do you say that?”, “Why would that be?” and so on. Simple and an easy way to overcome objections. It is also very irritating.
Nothing was working! The first month as their sales manager I found myself watching our sales numbers take a dive right before my eyes in the current tough economy. My initial knee-jerk reaction was to give bigger discounts. That didn’t work. I changed direction with focusing on the “perfect solution” sale followed by strong closing tactics. It was important to capitalize on the few opportunities we were getting. That didn’t work either. If anything these changes were making things worse.
Have you been tempted to manage and train your sales, sales management, teams to perform like clones? Are you doing this now? Be honest… If so, you’re most likely making a huge mistake!
I am constantly reminded that it is better to give than receive. This concept works well in so many facets of our lives. What about our business and sales practices? We all too often hold pertinent information close to the vest and not share openly. What if sharing opened doors to multiple other opportunities that we weren’t aware of?