Tweet

“Hard to Get” Selling

Guest post by: Brian Sullivan

Article Overview: How Indifference Can Often Make the Difference.

“Hard to Get” Selling

"Um...well...yea...I'm sorry...I..." Yea, Yea, Yea...just say it! The rest of the sentence can be filled in with... "We bought from somebody else," "Your solution just didn't fit," or "I have decided to date somebody else." Each one feels like somebody just kicked you in the gut. And then, of course, it usually follows with a little self-examination such as, "Was my price too high?" "Did I not ask enough questions?" or "Was it my breath?" While it often is combination of errors along the way, one overlooked point could be that perhaps you acted like getting that YES was the most important thing in your life. Right or wrong, the more you show that you are dying for the order, the more dead the deal often becomes. Now don't misunderstand me, I still believe the prospect needs to know you absolutely love what you're selling. They just need to feel that if they don't move forward with you, life will continue happily because there are a ton of other takers that you need to get with.

So do you want to be a great salesperson, influential leader or master negotiator? Then you need to heed the advice of well know trial attorney and negotiation expert, John Patrick Dolan. On my radio show a few weeks back, John said negotiators need to take an attitude of "slight indifference" when sitting across the table from a customer, an employee, a boss, or potential partner. While enthusiasm is important in influencing others, you need to pick the right time to say nothing or appear as if you are NOT emotionally attached to what you are offering. Why? Because this makes the other party want to listen.

For instance, when trying to sell something to a prospect, try these words,

If YOU BELIEVE that we MIGHT HAVE A SOLUTION for you, great, we can discuss it in further detail. IF NOT, I still want to THANK YOU for the opportunity.

So let's break down those words and discuss how each part is designed to keep the customer longing to hear more.

"If YOU BELIEVE..."

These three words let customers know that they are in control and that the buying decisions are theirs alone. Letting them know up-front that their opinions and beliefs supersede yours as the salesperson will blow a big hole through the defenses.

"...MIGHT HAVE A SOLUTION. IF NOT...THANK YOU..."

These words insinuate that you, as the salesperson, are not even sure if what you have is going to provide a solution to their needs. This lets them know that you have no plans to pressure them and removes yet another brick in the customer defense wall. When negotiating, the same is true, stay positive while making the other party feel that you hope you can work things out, but if not, no problem...life goes on.

Related Articles
  The easy way to close more sales
  Small Choices Can Make a Big Difference
  What Happens When You Try to Hard To Sell?
  At-ti-tude, n
  Is it Ethical for a Franchiser to Sell his Concept as a Franchise?
  GUERRILLA SOFT STEPS
  How to Never Sell Again - No Matter What Business You’re In
  You're not that interesting!
  Selling Power 26
  Guidelines To Success
  What is the best way to develop my sales skills?
  Improving Your Selling Skills
  Are you Hard, Scrambled or Soft?
  Hard work vs. Long work
  Learn How Walmart Made Joey a Millionaire!
  Stand for something - not just anything, something meaningful
  Sales Skills – Personal Sales Techniques
  The 18 Disciplines of Selling: Part 1: Rules
  The Hard Sell
  Primerica Term Life Insurance Business: What You Need to Know

Article Tags: communication skills, greatness, influencing others, insurance sales training, leadership, leadership tools, medical sales training, negotiating, precise selling, sales tactics, sales training, solutions



Related Forum Posts
Re: Quote of the Day - "You are built not to shrink down to less - We just need to do what it takes to blossom. Hard work, perseverance and taken massive action
Re: Five Personality Traits of Successful Business Owners - 1. Focus 2. Ability to Adapt 3. Hard Work 4. Good planning 5. People Skills
Re: First Brag of 2011! - Hi David, Hard to believe that was your first effort, it was very well explained and clear. I have left a comment on your blog, keep up the great work, Mal.
Re: Vera Wang Profile - I too love this kind of success story Evan, I especially liked the article 'Nothing Replaces Hard Work', I can relate to a lot of things in there, take care Carol
Re: Kevin's Case Study #10 - When to become an entrepreneur? - When the bug bite you. A lot of successful entrepreneurs started in their teens or at school. Selling sweets to fellow students or lemonade to firends in the neighbourhood.


Share this article with your friends. Fund someone's dream.

Leave a comment below or share on the left and you'll help support entrepreneurs in Africa through our partnership with Kiva. Over $50,000 raised and counting - Please keep sharing! Learn more.

Newsletter

Get advice & tips from famous business
owners, new articles by entrepreneur
experts, my latest website updates, &
special sneak peaks at what's to come!

Name:
Email:

Popular Articles

What Makes an Extraordinary Business Consultant?

Inspiration for troubled times

Reverse Mentoring

Suggestions

Email us your ideas on how to make our
website more valuable! Thank you Sharon
from Toronto Salsa Lessons / Classes for
your suggestions to make the newsletter
look like the website and profile younger
entrepreneurs like Jennifer Lopez.