Tag Archives: sales

Point Of Decision

Would you agree that a salesperson’s job is to bring the customer to a point of decision?

Typically, when most people think of a sales person, it is probably in terms of an experience they have had with one, and usually not a good one.  That is if they are not in the field of sales.

Having been in sales for about twenty years or so, I have seen the method of making a sale evolve into something very palatable for both parties to the process.  Well, at least it should be that way.

Today, as a sales person, my job is first of all to bring value, then to educate about the value I have to offer, and then to bring you to a point of decision.  At no time, did you read anything about overcoming objections.  That’s because that was the old paradigm of the sales process.  When you bring a person to a point of decision, you are simply asking for a yes or a no.  If you are sensing that the person still needs information to make her decision, then you can provide the information.

The one thing every sales person knows, either consciously or unconsciously, is that the further from the sales person’s presentation the buyer gets, the less likely he will buy.  That is what can bring out the worst behavior in a sales person.  With that thought, the sales person must decide in the process whether the buyer is wanting to say no but can’t, or really needs more help with buying or not buying.  Again, the goal should be to bring the person to a point of a yes or no.

Having been on the buying end of the sales process, I can appreciate how annoying it is to tell a sales person a definite NO and have them think they need to throw out some of their persuasive techniques.  Although there are some people who still operate like that, most sales professionals do not.  Not only is acting as a sales professional a better way to do business, but I sometimes wonder if that other type of sales person appreciates having those tactics used on them.

Do you like to be sold?  Or do you like to be educated about something and then make a decision whether to buy?  Let me know your thoughts.

Do You Participate in Black Friday?

Black Friday has become so insane, I recently heard of a store (one of the big box chain stores) opening at 3AM today with their deals.  Can you imagine?  I used to wonder who goes to these sales at these ridiculous hours?  Over the years I’ve met people who have and do.

Well, I’m all about getting a good price and even getting it on sale, but 3AM???  Not even 5AM would entice me.

But I guess everyone has their thing.  Maybe it’s the thrill of the deal, so it can be talked about and envied by others.

Perhaps I’m being too harsh.  Perhaps I just don’t know what motivates someone to get up, (or for the 3AM gig, not go to bed) and be at the glass door, nose pressed, waiting for the magic moment.

But for what?  The ensuing rush to whatever department caught your attention in the ads?  I just don’t get it!

I wonder if the stores end up reaping more profits because the people who are up for these deals, perhaps will spend more than they might have in a normal Holiday season.

Perhaps when people go Holiday shopping throughout the few weeks before, at a normal Holiday pace, and not the frenetic pace of Black Friday, people might be more in control of their budget for the Holidays.  Hmmm!!!

The other day on the radio, I actually heard a ‘money-talk guy’ giving some pointers to the listeners about how not to get caught up in the craze of the season.  It sounded like good sound advice, but in the thrill of the rush of Holiday shopping on Black Friday, I believe it will take a large amount of self-control to follow his advice.

How about you?  Do you participate in Black Friday?  What are some good deals you have gotten?  Was it worth the hassle?  Let us know.

Sales and Sales People

Typically, when most people think of a sales person, it is probably in terms of an experience they have had with one, and usually not a good one.  That is if they are not in the field of sales.

Having been in sales for about twenty years or so, I have seen the method of making a sale evolve into something very palatable for both parties to the process.  Well, at least it should be that way.

Today, as a sales person, my job is first of all to bring value, then to educate about the value I have to offer, and then to bring you to a point of decision.  At no time, did you read anything about overcoming objections.  That’s because that was the old paradigm of the sales process.  When you bring a person to a point of decision, you are simply asking for a yes or a no.  If you are sensing that the person still needs information to make her decision, then you can provide the information.

The one thing every sales person knows, either consciously or unconsciously, is that the further from the sales person’s presentation the buyer gets, the less likely he will buy.  That is what can bring out the worst behavior in a sales person.  With that thought, the sales person must decide in the process whether the buyer is wanting to say no but can’t, or really needs more help with buying or not buying.  Again, the goal should be to bring the person to a point of a yes or no.

Having been on the buying end of the sales process, I can appreciate how annoying it is to tell a sales person a definite NO and have them think they need to throw out some of their persuasive techniques.  Although there are some people who still operate like that, most sales professionals do not.  Not only is acting as a sales professional a better way to do business, but I sometimes wonder if that other type of sales person appreciates having those tactics used on them.

Do you like to be sold?  Or do you like to be educated about something and then make a decision whether to buy?  Let me know your thoughts.

Sales and Sales People

Typically, when most people think of a sales person, it is probably in terms of an experience they have had with one, and usually not a good one.  That is if they are not in the field of sales.

Having been in sales for about twenty years or so, I have seen the method of making a sale evolve into something very palatable for both parties to the process.  Well, at least it should be that way.

Today, as a sales person, my job is first of all to bring value, then to educate about the value I have to offer, and then to bring you to a point of decision.  At no time, did you read anything about overcoming objections.  That’s because that was the old paradigm of the sales process.  When you bring a person to a point of decision, you are simply asking for a yes or a no.  If you are sensing that the person still needs information to make her decision, then you can provide the information.

The one thing every sales person knows, either consciously or unconsciously, is that the further from the sales person’s presentation the buyer gets, the less likely he will buy.  That is what can bring out the worst behavior in a sales person.  With that thought, the sales person must decide in the process whether the buyer is wanting to say no but can’t, or really needs more help with buying or not buying.  Again, the goal should be to bring the person to a point of a yes or no.

Having been on the buying end of the sales process, I can appreciate how annoying it is to tell a sales person a definite NO and have them think they need to throw out some of their persuasive techniques.  Although there are some people who still operate like that, most sales professionals do not.  Not only is acting as a sales professional a better way to do business, but I sometimes wonder if that other type of sales person appreciates having those tactics used on them.

Do you like to be sold?  Or do you like to be educated about something and then make a decision whether to buy?  Let me know your thoughts.