Thursday, March 01, 2007

Salespeople as Parents - prescription for failed sales

Have you ever spoken to a sales person & felt they were treating you like an idiot? We, as sales people, tend to have these types of conversations when we're trying to close a sale, even if we don't realize it.

Jeff Thull, in his book Exceptional Selling, calls these Parent/Child interactions. We as parents treat prospects like children, persuading, lecturing, pleading. The prospects, sooner or later, shut down. (Like me talking to my six-year-old.)

An adult conversation, where we and the prospects could talk like businesspeople, would be more effective, wouldn't it? (Sorry--didn't mean to lecture. Strike that last sentence.)

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