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Tin men selling is where a person becomes
so desperate
that they stop listening and pitch for the life.
They forget about the client and focus
only on themselves
and making a sale regardless of the client.
Because that's exactly what the next sale
means; life or
death; not death in its absolute meaning but failure to the extent of
losing
ones job, house and all their worldly possessions.
If you have seen the film Tin Men made in
1987 starring
Richard Dreyfuss, Danny DeVito and Barbara Hershey you will now what I
mean
when I say desperate people do desperate things.
The challenge of being a successful
salesperson is maintaining
your composure under intense pressure at all times.
This means being able to maintain and
exhibit the best
practices of a successful salesperson.
A successful salesperson will focus on
asking the client questions, listening to
their responses; developing the conversation further in order to gain
an
in-depth understanding of the client and being able to empathise with
them.
The objective being to identify and
develop the need with the
client in order to be able to offer a solution tah meets their specific
requirement.
The problem with this approach is that it
takes time,
which is something the desperate salesperson does not have.
There is also the risk that the
salesperson will not have the
opportunity to pitch their product if the client does all the talking.
It is no
surprise then that the desperate salesperson starts off by asking the
obligatory one question to seem as if they care but without really
listening
to the client they launch into their pitch pushing harder and harder
hoping to
make the sale.
This style of selling seldom works and in
most instances
the salesperson losses the sale and invariably damages the
relationship
therefore reducing the number of clients in their portfolio.
Tin Men selling is the beginning of a
slippery slope the more desperate you become the less likely you are to
succeed in conducting business.
However the reality of life is that all
salespeople go through a
quite or difficult patch.
Very often circumstances such as the
recent credit crunch
has made it very difficult to conduct business for almost everyone
involved in
the financial market; from the city salespeople to the loan brokers
everyone is
suffering to a degree.
What is important though is how the sales
force handles the
pressure; and how they let this pressure affect their behaviour when
interacting with clients.
Is the sales force risking everything by
become to desperate
and aggressive in order to win business; and consequently damaging
relationships
and brand image.
If you feel that your sales force would
benefit from sales
coaching in order to help them ride out the storm and therefore
maintain the
firms integrity and brand image please call David Howard for more
information
on - 00 44 (0) 1494 815599 or alternatively send an email by
pressing the
button below and I will get back to you.
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