Making Clear Your Reason to Meet by Michael Oliver:
I’ve been hearing quite a bit about Distributor’s making the appointment their primary objective without saying too much about why to their potential partner… or even getting people to meet them under false pretenses.
Think about it… isn’t that wasting your time, money and effort… and doesn’t it feel frustrating when people don’t turn up or turn you down?
This sales trick is something that was used many years ago when the cliché from the old sales “pro” was; “Get me in front of someone and I’ll be able to close them every time.” The sub text of this was: “Get me in front of someone and I’ll be able to manipulate and persuade them to buy my solution.”
Is that a way to start a relationship?
Interestingly enough, it used to work… at least it did for a handful of hard core conventional pros who had the skin of a rhinoceros… and only because buyers put up with it then. Try that nowadays and most people will turn you down or turn you around!
Reprinted with permission from Michael Oliver, Natural Selling® Sales Training http://www.naturalselling.com
My friend Eric Jannsen who authors the Quixtar Blog has written extensively about this subject. Check it out.
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