In this recording Ari Galper, developer of the best selling sales programme ‘Unlock the Game’ outlines the approach to selling which aims to build trust and respect with prospects so that you develop an open and truthful relationships rather than the normal sa...
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on Feb 16th, 2008 at 10:29 am
Very interesting. The key I think is a belief in the product / service that is being sold. The shift then becomes possible. A question that may be of interest is how this approach may apply in a highly competitive (and stereotyped)area – say for example double glazing or car insurance. A caller from a call centre in Delhi makes hundreds of computer driven calls, at random, and is as scripted as it is possible to be. Would they be able to make the shift, even if their bosses allowed it. For my business, this session was incredibly useful, and I like to think I am already a convert!
on Feb 16th, 2008 at 10:55 am
Good points Chris and I am glad you found it useful.
I think it is futile to try and come up with an approach that applies in all circumstances. Ari comes to it from a mindset point of view and recognising human nature. If people dislike the thought of being pressured into buying something then the more you sound like a pushy sales person the more they will assume that you will be trying to pressure them. The natural reaction is to avoid contact even if you have a need.
The biggest hurdle to this, as you rightly point out, is where the approach is mandated by management OR you are so set in your ways and that approach is working for you.
Fortunately, the average accidental sales person is not selling insurance from a call centre in Delhi! The only hope for them is if their managers have a change of heart!