Sales Counselor
Yesterday I’m with a financial services client and partway through the morning’s sales training I do a “confession session” where reps share their most embarrassing moment. It’s a very funny time.
This slide (pictured here) is up on the screen and during the break a woman walks up.
“I’m very offended by that image.”
“You are?” People start to gather when they hear the energy in her voice.
“Yes, it is very obvious that the man is looking up her skirt.”
“Are you serious?” I say.
Then silence as everyone around peers closely at the picture.
A man says, “But he has no eyes!”
She retorts, “He is looking up her skirt and it is very offensive.”
I’m shocked and struggle with whether to make a witty comment or a sarcastic one, then resign myself to…
“I’ll have to get that guy a male psychologist.”
Here’s the thought for you selling pros:
What kind of baggage is she bringing into the training?
What kind of baggage do your prospects bring to the selling table?
Everyone has concerns, complicated by biases in their background. Your job is to discover what they are, allay fears and get buyers to say Yes! or No!
How good are your questioning practices? Are they great? If not, why not? Your ability to uncover the heart and mind of the buyer will help you paint a picture of prosperity for them, as they partner with you.
Hey, there could be lots of other comments. Maybe, she didn’t like the guy because he was dark (so is the President!). If you changed the psychologist, she might think you are slighting women because they aren’t smart enough to be either the psychologist or the sales person. I learned a long time ago to sell to people who want to buy. I’m 67 and that approach has worked for me for a long time. I prefer to thing I am the only strange person in the room and leave it at that!