A subtle agreement

Salespeople really can be pushy, don't you agree? What is the opposite of a pushy salesperson? A professional salesperson.

Here's an example of how the professional salesperson conducts business. A prospect agrees to speak with a salesperson and a meeting is scheduled. In this meeting the salesperson politely asks permission to ask questions. At the same time the prospect is encouraged to ask questions as well. Hmmm, sounds suspicious right out of the gate. Where are the flip charts, PowerPoint presentations and lengthy contracts to sign?

Prior to asking a single question the professional salesperson throws another curve ball. "As we ask each other questions can we agree that if one of us feels we have not uncovered a sufficient reason to work together we can say NO?" Are you kidding? An opt out clause right at the beginning of the process?

This agreement is one of the key components of the Sandler Sales Training model which professional salespeople use as a guide.

Does the sales process in your business start with an agreement like this? If not you are using a system that allows the prospect to control the process. Your time and resources could be wasted as a result.

The contrast between the non-sophisticated salesperson and the professional salesperson couldn't be wider. When you review your sales process look right at the beginning to see if you are building a trusting relationship with your prospect.