In the traditional model of selling, you often hear “fake it til you make it” to hide the fact that you are new to selling. Less Talk Selling flies in the face of this kind of thinking. The truth will set you free…it always has and it always will!
The quicker people that sell learn this and take it to heart, the quicker they will develop authentic connections with their prospects and clients.
One of the things I suggest to most of my home improvement contractor clients who know more about making Home Improvements than they do about selling home improvements is that they share this truth with their prospects.
Early in their meeting, I suggest they say something close to…
“I WANT YOU TO KNOW IN ADVANCE THAT, IF I WAS AS GOOD AT SELLING HOME IMPROVEMENT AS I AM AT DOING HOME IMPROVEMENT, I’D BE A RICH MAN…”
There’s a reason for this… because it takes the pressure off him to be a perfect salesperson and… it puts his Prospect at ease knowing that he’s not a Salesman.
Anytime he starts to feel stress in his sales conversation he gets to repeat that statement, and while he’s repeating it, it gives him a chance to get back on track or think of the words he wants to use with a prospect.
This allows my contractor client to have a completely authentic conversation and be under no obligation or pressure to be something that he or she isn’t, to look like a great salesperson or to feel bad about knowing more about how to remodel a kitchen than he knows about selling a kitchen remodeling job.
For more information on improving the way you sell with Less Talk Selling Sales advice, call Bill at 716-980-4753