In Selling Radio Do Opposites Attract?

Peady’s Selling Engagement sponsored by IRD Prospector


Welcome to this week’s post on sales and selling success.

I was talking with a business associate based in Canada last week and she was surprised when I told her the weather was warming up as spring had arrived. She hadn’t realised our seasons are the opposite of those in the northern hemisphere!

And that got me thinking about the power of opposites.

Opposites in selling

Here’s how many salespeople sell. They take the tried and true road and bend their opinion, mood and demeanour to match that of the prospective client or customer. Create no offense, get along and create a sale, right?

Maybe, maybe not.

How about the alternative approach? Thinking outside the box?

When we see things as we’ve always seen them, and do things how we’ve always done them, we shackle ourselves to conservative ideas. But if you break the chains of tradition and forge new ones that we can move beyond the past, beyond the present and into the different future.

Now don’t get me wrong. I’m not saying be rude, obnoxious or difficult for the sake of it. But some selling occasions need a different approach. An opposite approach.

The trusted advisor approach

It is increasingly difficult for “order-taker” and “farmer” mentality salespeople to make a living in today’s fast moving, networked, mobile, social, and interactive world. The salespeople who do best are those who act as trusted advisors. And to become a trusted advisor you often need to be open and frank.

Think about it.

The 5 ways

  • Be courageous and speak your mind so that the client gains another genuine point of view.
  • Raise the bar on trust by only making recommendations that are in the customer’s interest.
  • Deal with their certainties. By focussing on the customer or client’s realities they will listen.
  • Use approaches on moving toward results NOT sales. Enrich the relationship by learning from each other.
  • Always be proactive. Stay on the “front foot” and help your customer to drive change and grow their business.

As Stephen Covey, the American educator, author, businessman, and keynote speaker said: “strength lies in differences, not similarities”.

Until next week good selling.
 

About the author 

Stephen Pead is a media industry veteran of 30 years with significant experience in direct sales, sales management and general management. He is based in Sydney and specialises in helping SME’s market their businesses more effectively and providing training for salespeople and sales managers.

He can be contacted at [email protected]

 

 

Tags: