My son Wyatt and I spotted her right when we walked into PetSmart. A small German Shepard, up for adoption. We knew two things: 1) we really wanted the dog. 2) it was going to take a heck of a sales job to convince mom. And that meant my son had to break a bad second-grade habit, proto.
Like any sale there were objections to overcome. Since we already had a maltise-poodle that didn't shed or have an odor at all, my wife was anti "real dog." Plus she didn't think the house or yard could handle a loping German Shepard.
But we had compelling reasons to make the sale. It would teach my son responsibility, the dog would be a great "running buddy" and she would guard the house while I was on business trips, and more importantly I wouldn't look like a pansy during "take your dog to work day." How could could she resist?
The sell was on! Push too hard and I knew my wife would say, "NO!" and that would be it. So I told Wyatt to make his case about taking care of the dog and dad getting a "real dog" then drop it, which is the polar opposite of what comes natural to second graders. As you may know, they will nag you to death.
Its not unlike many salespeople who want to get a deal done. Rather than let the prospect think on it and come to their own conclusions, salespeople "check in", "say hello," or "ask if everything is okay" until a prospect is sick of them. In other words, salespeople bug the hell out of prospects and many times ruin their chances right when a prospect is about to buy.
Look, people don't want to be pressured. And even the hint of it can make deals as stinky as a rescue dog. The reason badgering a prospect kills deals is because it says loud and clear "THIS IS ABOUT ME! NOT ABOUT YOU!" Giving prospects space to make a decision shows tremendous restraint and respect. It wins deals.
That's exactly what happened with the German Shepard. Wyatt kept his mouth shut. He gave useful answers when his mom questioned him about taking care of the dog and all the things he would do. Then he offered to help by paying for the adoption fee--akin to a salesperson promising they will be there every step of the way when a client comes on board.
And guess what? By not being a nagging second grader, Wyatt got the dog. Back off and you will close more deals, too.
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