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Sales Training London: Are Your Prospects Playing Games With You
Written by: Marcus CauchiArticle Overview: Do your customers play games with you to manipulate, control, cajole and bully you or your salespeople? Do these power plays ever leave you feeling victimised or violated? Learn how transactional analysis may help you regain control of manipulative sales situations. If you've ever been the victim of these power plays and you're sick of it, read on.
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Free Download - Sales Training London: Why Aren't You Making R.E.C.O.N. Calls to Your Customers to Keep Them By Marcus Cauchi |
Sales Training London: Are Your Prospects Playing Games With You
Power plays are destroyers of adult relationships and put people in situations where everybody loses. Creators of power plays assume they can't get something by simply asking for it, so they attempt to put the "opposition" into a subservient role.
Power plays turn into games, which are insincere, manipulative transactions between people. An example of a game is Poor Pitiful Me, where the customer claims great inconvenience or personal trauma over a minor misunderstanding or a fabricated service issue. The customer plays the victim and paints you as the persecutor; his goal may be a release from a contract, a discount in price, or some other compensation. A restaurant owner told me that he's had customers eat half of a sandwich, then claim it wasn't what they ordered and demand compensation for the whole meal. The customer plays victim, but if the owner does not acquiesce to this unreasonable demand, then the customer becomes the persecutor as he gets mad at the new victim - the owner. People playing games constantly switch between roles of victim, persecutor, and rescuer. The ultimate goal of a game player is to avoid responsibility for his own actions or situation.
The best way to handle a game is to get out of it by trying to have an adult-to-adult conversation with your customer. If he will not allow this to occur, then you are ultimately better off not doing business with him. Abrasive personalities and difficult people come with the job, but limit your tolerance for anyone who harasses, belittles, or demeans you. It takes a lot to walk away from a sale, but if it is not to your overall benefit, then have the guts to walk away.
If you want to learn more about transactional analysis in sales either contact me or go to this handy resource - http://www.ta-tutor.com/!dratri/xdrallp.htm.
Happy selling.
(C)Copyright Sandler Sales Institute 2006, excerpted from Sandler's award winning Strategic Sales Management system
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Re: Online Sales and Marketing vs Traditional
- [quote="ltrahan":31w9r2iz]Hi Evan,
I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz]
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