Attack Of The Sales Zombies

Technology is both liberating and somewhat of a pain. I've been updating my computer again lately and have made a number of trips to my local computer super store for equipment. Usually I know what I need, I get in, find it, and leave. But on occasion, when I'm trying to find a more expensive item, I have an experience which I call 'Attack of the Sales Zombies'.

When is the last time you bought something from a robot. Not an 'actual' robot, but someone with no personality, nothing unique to bring to the table, bland, bland, bland? Someone who reads off a script? Asks the same questions they've been asking over and over with no regard for you or what you actually need or want?

If I'm in the market for something and a sales zombie comes up and starts with me, I either try to determine if it will be worth helping them out or where the closest exit is. On occasion, I will try to steer some of the ones with potential into an arrangement that will be mutually beneficial. I've found, sadly, that there are some sales people so dead set on doing it by the book that I just have to walk away.

There are a few very simple things sales professionals can do to understand the true power of persuasion. The first step is to create rapport with prospects and clients. Old fashioned sales training, for the most part, glosses over rapport with a brief 'how's it going?' sort of greeting. Rapport is a deeper than that.

Rapport is really getting to the heart of the matter. Here are some examples of questions to ask: "So why are we here today?" Why are they in the store? "What will having that do for you? and Ultimately, what will having this do for you?" The key is to really listen. LISTEN. Don't push your agenda. Don't try to give them whatever it is you need to sell that particular day unless it will truly fulfill their needs.

For example: if you're a real estate agent, and you understand that the potential client is selling their house to move into a bigger one because their family is growing, you're not going to sell them a smaller house. You're not going to try to sell them a condo with one bedroom. You're going to combine their needs, their values, and their criteria, with the inventory that you have which will work for them. It seems obvious. And for higher end sales professionals, it is obvious.

Sadly, the experiences I've had lately have been incredibly frustrating. I'm compelled to give sales trainings at the stores where I shop just so I don't have to deal with the nonsense. So if you're ever in the Seattle-Tacoma area and find yourself receiving extraordinarily persuasive and helpful service at a huge computer store, you'll know why. . .

About the Author

Kenrick Cleveland teaches strategies to earn the business of affluent clients using persuasion. He runs public and private seminars and offers home study courses and coaching programs in persuasion strategies.

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