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Sell From Strength
To Grow Your Business:
#61: Premature
Presentation Syndrome
Sales is not drag racing. And the structure
of a sales encounter should not be approached the way one would
approach doing the 1/4 mile at a drag strip. 40 years ago the Beach
Boys extolled the virtue of “Coming off the line when the light
turns green”. But today’s buyers don’t want sellers
jumping the gun, running them down, and leaving rubber all over
them.
Smart sellers spend most of their time
asking probing questions about the impact of not buying. Here’s
one: “How long has _______ _______ _______ been a problem?"
If it's been a problem for a long time, they may have learned to
live with it. And they'll never change it. Then, you might ask "What
else have you done to try and fix that?” That could give you
a clue as to who has been there before you, and where they messed
up.
That’s one way to find out commitment
to a solution, and perhaps if anyone else is selling against you.
No sane drag strip driver puts the pedal to the metal before thoroughly
checking the competition and inspecting their equipment, tires and
track conditions.
Overanxious salespeople jump the line
and start racing before the lights are engaged. That’s 'Premature
Presentation Syndrome'. Next time don’t pop the clutch until
you know they are ready for you to present.
© Copyright May 2006 TD Sales Enterprises LLC,
All Rights Reserved
For more information on TD
Sales Enterprises LLC, visit our website at www.tdsales.sandler.com
To learn about our next confidence building seminar, click on "No
Guts No Gain"
Dan Shanok
TD Sales Enterprises LLC
50 Mount Bethel Road
Warren, NJ 07059
908-822-1700
www.tdsales.sandler.com
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