, 13 tweets, 3 min read Read on Twitter
🔥Thread about #sales #coldcalling and...why I don't recommend books about sales and cold calling.
Let's begin...
I hate books about sales. I am also not so fond of people who write books about sales.
Sales is intuitive. It’s listening more than talking. Its being responsive and no script. Having a fluid structure. The end sometimes is the beginning, sometimes the middle is the end, the start the end.
Sometimes a salesperson can do more to interfere with a sale by talking. Maybe the prospect is already philosophically in agreement, they are flexible on the pricing and they just need some affirmation....
...the more you say and the more needless complications you introduce, the more you lose an easy sale. You took that small bit of doubt they had...and you shouted it back into their ear.
Anytime someone is buying something, they are jumping out of an airplane and they want to know the parachute is going to open up and they will land safely. If you introduce any doubt, theyll get their parachute from somewhere else...
it might even be a worse product, doesn’t matter, its good enough. And…They will they pay a premium for a parachute that will open. Wouldnt you?
If you have a script it has programmed you. You will always be trying to steer a conversation back to the schema of your script. You won’t be listening and responsive to what they actually say, you will only be waiting for your cue to start talking again.
Books can’t teach you to shut up. Books teach parlor tricks. Little stylistic things to say and persuasion nuggets. But, its a lie. That left hook they are teaching you... ain’t gonna land on. You’re going to be slow and over prepared.
You're mind is planning a sequence thats not going to happen.
Would you pay $19.95 for a book that only said...
Be yourself. Listen to precisely what they say. Respond precisely to what they say. If you don’t know the answer tell them you’ll get back to them with the answer. Set proper expectations. Advise in advance of the next steps. Fight to preserve your margin. Get referrals.
If you would pay $19.95 for that book of gems, you've now gotten it for free. You're up $19.95!
You're Welcome
#TwitterPhilanthropy
/end
🔥 (Closing scenes in the movie)
These dogs just met moments ago. Two ships that passed in the night
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