Are you Puking on Your Prospects?
We all understand the act of regurgitation. I’m referring to the metaphor that means pitching without permission. When you make the assumption that others need what you offer and proceed with an unfiltered pitch, your prospects get puked upon – by you.
When you exhibit such a complete lack of empathy, what happens to your rapport?
What is The First Commandment of Selling?
When you pitch without permission, you’ve broken the first commandment of effective selling:
Thou shalt NOT pitch, demonstrate, promote or sell unless the other person says they need it.
ASSUME – The Acronym
Most of us know that when you ASSUME you: “Make an ASS out of U and ME.
When you ASSUME there is a need for your product or service, what happens?
- You damage any rapport you might have built.
- You put your prospect on the defensive and they filter whatever you say.
- You’re insulting and thereby reinforcing the negative perception that the world has for the sales profession.
Aside from these things, its a great idea to pitch away from the start!
How Do I Avoid Breaking Selling’s1st Commandment?
- Stop assuming,
- Stop telling
- Start asking high quality, qualifying questions
Then your prospect will actually tell you about their needs. You then have the permission needed to connect your solution to his/her needs. So consider working to build your repertoire of qualifying questions. And when others are neither qualified nor interested, please remember you’re in a no puking zone. You may not make a sale but you can improve your chances of getting referrals.
Rhymes To Remember
Without permission; Selling is repelling!
When YOU say it, it’s bold. When THEY say it, it’s GOLD!
The first commandment was inspired by the late sales guru Bill Brooks, author of How to Sell at Margins Higher Than Your Competitors and You’re Working Too Hard To Make the Sale!: More than 100 Insider Tools to Sell Faster and Easier!