A man and his wife walked into a dentist’s office.
The man said to the dentist, ‘Doc, I’m late and in a hurry I have two buddies sitting out in my car waiting for us to go play golf, so forget about the anesthetic and just pull the tooth and be done with it.
We have a 10:00am tee time at the best golf course in town and it’s 9:30 already. I don’t have time to wait for the anesthetic to work!’
The dentist thought to himself, ‘My goodness, this is surely a very brave man asking to have his tooth pulled without using anything to kill the pain.’
So the dentist asks him, ‘Which tooth is it sir?
The man turned to his wife and said, ‘Open your mouth Honey, and show him.”
Sales pros – funny story, but can you really control anther person? More poignantly, can you control a buyer?
One thing pounded into me when I grew up in selling was this; YOU MUST CONTROL THE SALE.
Here’s the bad news about that old school thinking – you can’t control the sale. Good news? You can TAKE CHARGE of the sale. There is a world of difference here.
You take charge by gaining agreement on the steps you and the buyer will take as you talk and walk through the possibility of working together. This strategy of gaining agreement is the single best indicator of sales skill, or talent, I’ve ever encountered.
It’s the single most critical strategy I teach in sales training. The module is called One Great Opening is Worth 10,000 Closes.
Track me down for details; dan@salesautopsy.com or 1-847-359-7860.
Dan Seidman’s Sales Training Experience was recognized by Selling Power Magazine’s Sales Excellence Awards.