Anyone who has followed this blog for any time at all knows that I believe we’re all always selling. Even if we don’t hold an official sales title, we all need to sell our ideas, our points of view, and even ourselves. (Think back to your last job interview or that time when you asked someone you really, really liked to go out with you.)
So, it was with great pleasure that I checked out a recent AdminBooks e-newsletter and found this excellent article on “Selling Behaviors: The Negative 9” by Pauline Estrem.
Ms. Estrem’s nine tips are all devastatingly simple, though they might evoke a chuckle in this new era of social selling. But they work. Here are my top three faves and why they drew me in:
- Being fake. We’re all intuitive at some level, and most of us can pick up on when someone is attempting to be something she’s not. That’s devastating whether you’re out with someone you’re interested in or lying about your product’s capabilities. Don’t do it. As Ms. Estrem says, “This will always bite you in the shorts.”
- Forcing the close. Yeah, yeah, yeah. If you were in sales training in the ‘70s, you heard “Close early, close often.” But, hey, that’s a desperation move, no matter the life situation. As Ms. Estrem points out,” Do not attempt to close the deal until you have earned the right.”
- Neglecting the long-term client. Whether you’re neglecting your kitties because you have a new beau, your faithful friends, or your clients because you’re desperate for new ones, the advice is the same. Don’t do it. Ms. Estrem has some wisdom to offer. “If you’re having a bad day or are in a seemingly endless slump, reconnecting with long-term clients can give you a much-needed shot in the arm.”
Sales is tough. Life can cause you to gnash your teeth. That’s why those who practice, practice, practice and put their hearts into it are my heroes and my inspiration.
Photo Credit: Antonio Guillem (123rf.com)
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