One of the coolest things about writing articles is the surprise of which ones "take off." Yesterday's post, Are You Checking In? about how silly it is for salespeople to "just check in" was the most popular ever. One of my best friends, Bobby who happens to be the GM of a luxury car dealership told me, "I used to call and just ask if they want to buy something yet so I could make a commission." Honesty. What a novel thought.
Let's face it, prospects know we make money off a sale. So why not acknowledge the 800 pound gorilla? They know it, you know it, why not just come out with it? Fact is Bobby moved a ton of cars to sophisticated luxury buyers when he was on the floor. We're talking rides that could run well over six figures. The buyers have bullshit meters set on 11. Schlocky closing techniques would be sniffed out like a second grader on fresh baked cookies.
No matter what the buyer, corporate or personal, they recognize that people get paid for what they do. Trust is one of the main motivators to a sale. Any sense of dishonesty will kill it. Most of the time, I would argue, prospects are looking for a reason to weed you out. Kind of like a job interview. So why not get the whole commission thing out there?
Being refreshingly honest and upfront makes you stand out from the crowd. It gives you a weapon to take advantage of the countless salespeople who Sell From A Throne of Lies and employ the Slimy Close. (You can read my thoughts on those by clicking either link.) After all the BS, think how nice it would be for someone to say, "Hey, have you made a decision yet? You know, I do get paid if you say yes!" instead of "I'm just checking in."
Like I say to my second grade son. No matter what, always be honest, especially if someone asks you a question. Many times we seem to forget that lesson as adults and sadly as adults who sell.
Hi! This is such a great article and I am sure a lot of entrepreneurs are going to benefit from this. I have been giving advice like these to many up and coming business people and have been successful so far. I am Donald Brownlie Fleming, an Australian Entrepreneur, ebook author (Master Selling by Donald Brownlie Fleming) and a Philanthropist. If you have time, maybe you can visit me too.
http://sales-secret.biz
Posted by: Account Deleted | 11/30/2010 at 09:54 AM
It does work, Donald! I will absolutely check out your site. Thanks so much for reading.
Posted by: You Sell Like a Second Grader | 12/17/2010 at 09:12 AM