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Casual Articles - The Risk of Being A Yes-Man
Introduction;A few years ago my wife and I used to work for a major retail company, we held positions of supervisor and manager respectively. We both wanted to start our own company but we were scared of the financial implications that it will have on our lives. Eventually we left the company, we still wanted to start our own company but we did not have the money or the resources to get started. That is when I started to do alot o
This is where many of us get into trouble.
By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.
Why is this bad? In our example here, you don't want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.
<Who doesn’t love a sale? Grand Opening sales, Clearance sales, and others that I’ve never taken advantage of -- Midnight sales! We all love to get quality for a lesser price. Bargains have become part of the American lifestyle and with it the added bonus of bragging rights… “I bought the exact same car but I paid less than you did”.Sales are good for the business owner too. It brings in needed cash flow while clearing the shelves for new merch
Whenever you are listening to a prospect tell you about something that they want or complain about a problem that they want you to help solve, do not be too quick to agree.
If you do, you risk losing your leverage.
Here's an example. Let's say that you are selling photocopy machines. Your prospect tells you that he believes his monthly costs for copying are too high.
So far so good - here's a prospect that has a pain that you can sell to.
You ask him to tell you why he believes his costs are too high.
Your prospect starts to tell you all of the reasons why he thinks his costs are high, and what he believes the solutions to the problem are. He tells you what sort of new services or equipment and capabilities he needs.
He goes on for 5 minutes or more talking about this.
Being a sales professional, you are most likely what we call a "people person". Most people in sales have a high need for approval from other people. We thrive on interaction and strokes from others.
During his 5+ minutes of speaking you are naturally inclined to give verbal and physical cues to encourage him to keep talking. You are unable to just sit there like a wooden statue. You feel a normal need to reciprocate the communication in small but noticeable ways.
With a high need for approval, you are likely to encourage your prospect to continue talking by giving positive verbal and physical cues. As he is speaking you nod your head occasionally, you say things like "Yes", "OK", or "Right".
This is where many of us get into trouble.
By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.
Why is this bad? In our example here, you don't want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.
The internet has brought so much change into our lives. It has also provided numerous jobs that no one would ever dream possible. One of those positions is as a moderator for message boards on major magazine sites.While on one of several sites that I enjoy being a member of, I wondered: How does this work? It’s good to have someone “in charge” and to go to when there is a problem to dispel or a question to answer, but how can they know what’s g
So far so good - here's a prospect that has a pain that you can sell to.
You ask him to tell you why he believes his costs are too high.
Your prospect starts to tell you all of the reasons why he thinks his costs are high, and what he believes the solutions to the problem are. He tells you what sort of new services or equipment and capabilities he needs.
He goes on for 5 minutes or more talking about this.
Being a sales professional, you are most likely what we call a "people person". Most people in sales have a high need for approval from other people. We thrive on interaction and strokes from others.
During his 5+ minutes of speaking you are naturally inclined to give verbal and physical cues to encourage him to keep talking. You are unable to just sit there like a wooden statue. You feel a normal need to reciprocate the communication in small but noticeable ways.
With a high need for approval, you are likely to encourage your prospect to continue talking by giving positive verbal and physical cues. As he is speaking you nod your head occasionally, you say things like "Yes", "OK", or "Right".
This is where many of us get into trouble.
By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.
Why is this bad? In our example here, you don't want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.
<Love him or hate him, small business owners need to take stock in some of the tactics the “King Of All Media” has used to create an veritable empire of raving fans who consume every word, product and affiliate he endorses.Regardless of whether you like him or not he undeniably has left an indelible mark on a huge marketplace. Small businesses should strive to achieve a similar thing in their own market.” Vee and Miller, who consistently urge and
He goes on for 5 minutes or more talking about this.
Being a sales professional, you are most likely what we call a "people person". Most people in sales have a high need for approval from other people. We thrive on interaction and strokes from others.
During his 5+ minutes of speaking you are naturally inclined to give verbal and physical cues to encourage him to keep talking. You are unable to just sit there like a wooden statue. You feel a normal need to reciprocate the communication in small but noticeable ways.
With a high need for approval, you are likely to encourage your prospect to continue talking by giving positive verbal and physical cues. As he is speaking you nod your head occasionally, you say things like "Yes", "OK", or "Right".
This is where many of us get into trouble.
By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.
Why is this bad? In our example here, you don't want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.
<In North America there are over 2 million sales representatives and over 337,000 sales managers (Source: US Department Labor; salaried, full time, full benefits). As the new global economy takes hold, purchasing technologies improve, and pressures to grow business and cut costs intensify… the forces quantifying sales performance are discovering that there are far more effective ways to sell products and services.The median annual salary w/ bene
With a high need for approval, you are likely to encourage your prospect to continue talking by giving positive verbal and physical cues. As he is speaking you nod your head occasionally, you say things like "Yes", "OK", or "Right".
This is where many of us get into trouble.
By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.
Why is this bad? In our example here, you don't want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.
<Aviation maintenance opportunities can be found on various sites on the internet. Some job sites specialize in maintenance opportunities, while others do not, however they still manage to list their fair share of relevant opportunities. Please read on to learn about several key sites available to you.Aerotek – Billing themselves as the leading technical and engineering staffing agency, Aerotek features jobs in eleven different specia
This is where many of us get into trouble.
By using such positive cues, you are subtly telling your prospect that you can solve their problem, or that you can give them what they want.
Why is this bad? In our example here, you don't want your prospect to know just yet whether you can solve the problem. You want the focus to stay on him, his problem, and the consequences of it.
If you let on that you can solve it too soon, then you give up your leverage. He *wants* to know whether you can solve his problem.
And once he knows that you can solve his problem, he'll want to know pricing, terms, customer references, etc. The focus will be on you (instead of on him), and you will have lost control of the sales call.
He'll disassociate from his emotions around his problem. It is at this point that the prospect starts to get intellectual, and tries to figure out how to game you, how to get what he wants out of you at the best possible price.
You want to keep the focus of the sales call on the prospect and his pain so that you can find out more important information. You want to what know his budget is, what his decision approval process is, and you want to see if he'll make me a reasonable commitment to you if you can solve his problem.
So instead of giving positive cues while he is speaking for 5 minutes about why his copying costs are so high, give neutral cues.
Encourage him to keep speaking by using words and phrases like "continue", "tell me more", "interesting", "wow", and "I hear what you are saying".
What you want is to empathize without agreeing. If you agree to soon, then you give something away without getting what you need in return.
Practice this anytime you are negotiating with a prospect.
In other words, practice it all of the time.
© 1999-2004 Shamus Brown, All Rights Reserved.
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