CRINGEWORTHY SALES ADVICE

This sales advice that makes me cringe.

A prospect says:
“I need time to think about it.”

How do you respond?

Alex recommends saying this:

“It doesn’t take time to make a decision. It takes information. And I’m the only source of information you have to make the decision (Pssst, no, you’re not. There’s this thing called the Internet). So what are your main concerns?”

Alex continues:

“This is my favorite way to overcome sales objections because it forces people to make a decision today.”

My take?

Traditional selling is rooted in exercising control over people.

The seller comes from the position that they’re the keeper of information.

The seller knows what’s best.

It’s about persuading a buyer to decide what the seller has already decided.

Sellers use techniques to force decisions today so prospects stay on the straight line and buy.

Prospects don’t want to feel forced into making a decision today. Neither do you. Nobody does.

When people feel you’re taking their freedom to decide away, they resist.

People want agency over their decisions.

Trying to control and force people is manipulative and unethical.

It’s why salespeople have a bad reputation. The intent is to close a sale at all costs. To “keep” or only disclose information that’s in the seller’s best interest.

Non-persuasive selling is rooted in surrendering control.

The seller is the arbiter of information so that prospects can make the best decision for themselves even if that means, gasp, buying from a competitor or doing nothing.

Instead of forcing, it’s about understanding. Like this:

“It sounds like you have some concerns.”
“It seems like the value isn’t there for you.”

Chris Voss calls this labeling. You’re calling out the prospect’s emotion so you can discuss it.

The takeaway?

Understanding is the most important gift a seller can give a potential buyer (or anyone).

Less forcing. More understanding.

The golden rule? Sell how you want to be sold to.