Deprecated: mysql_connect(): The mysql extension is deprecated and will be removed in the future: use mysqli or PDO instead in /home/a26f9f83/public_html/articles/includes/config.php on line 159
Raise Concern About Sales Competition, Not About Yourself > NetSparsh - Viral Content you Love & Share

Raise Concern About Sales Competition, Not About Yourself

As you are reading this sales article, read very carefully. Because I wouldn't want you to think of a pig right now. No, do not think of a fat, brown, smelly pig right this moment. What are you doing? Do you have a picture of a smelly, fat, brown pig in your head right now? I thought I just told you not to do that. What are you doing then?

The mind can only process positive statements directly. In order to process a negative statement, one must first create a positive representation of the negative statement in the mind. To *not* think of a pig, you first had to see a fat, brown, smelly pig. Only then could you attempt to tell yourself not to think about it. Gee, by now though you've already thought of the pig, so what good is it to tell you not to?

So how does this relate to sales and persuasion? Let's think for a moment. Have you ever said something to a prospect like this: "Don't worry about the strength of our widgets. I assure you we have the strongest widgets in the industry"? You just told the prospect that there is reason to be concerned about the strength of your widgets! This statement either planted the suggestion that there is reason to be concerned about the strength of your widgets, or it reinforced the belief that your widgets are weak. The prospect may have never even heard of the possibility that Zebox widgets are weak. Sometimes we get so wrapped up in our own perceptions, that we forget what its like to be an outsider new to our company, products and services. Language patterns like the above severely weaken you by needlessly drawing attention to your weaknesses.

Words to remember: "Say it the way you want it".

Are there times when negatives are useful? Sure. Let's say you want to draw your prospect's attention to the lengthy implementation effort of your competitor's product. You could say "Zebox Technologies Widgets take forever to get installed. Ours install much faster." This might work if you have a lot of rapport with the prospect. But if you are presenting to a group, or talking with someone you don't know well yet, you could annoy the prospect and lose credibility through this direct attack.

Here's a more effective indirect language pattern: "So you're also considering S Widgets? We'll don't worry about whether you can complete your project on time in 3 months. All of our widgets install in 30 days or less. Just ask our customers." Through the use of a negative, I have just raised concern about my competitor's installation time, whilst highlighting how my company meets their rapid installation time criterion. And I have avoided using a direct assault, helping to maintain rapport and respect with my prospect.

Say it the way you want it, unless a negative is just what you need.

© 1999-2004 Shamus Brown, All Rights Reserved.

Shamus Brown is a Professional Sales Coach and former high-tech sales pro who began his career selling for IBM. Shamus has written more than 50 articles on selling and is the creator of the popular Persuasive Selling Skills CD Audio Program. You can read more of Shamus Brown's sales tips at http://Sales-Tips.industrialEGO.com/ and you can learn more about his persuasive sales skills training at http://www.Persuasive-Sales-Skills.com/

In The News:

This RSS feed URL is deprecated, please update. New URLs can be found in the footers at https://news.google.com/news

AviationPros.com

Ron Jennings Joins C&L Aviation Group as Regional Sales Manager
AviationPros.com
(Bangor, Maine, USA) C&L is pleased to announce that Ron Jennings has joined the company as Regional Sales Manager. Jennings will assist C&L's corporate aviation customers with maintenance packages, including modifications, avionics upgrades, interior ...


FreshPlaza

Todd Plaxton joins Houweling's Group in sales management
FreshPlaza
Houweling's Group is pleased to announce the hiring of Todd Plaxton to the company's team. Todd brings a diverse background in sales management and account development having spent time with blue chip organizations outside the produce industry such as ...

and more »

Forbes

5 Simple, Actionable Tips For Closing More B2B Sales
Forbes
Did you know that 77% of the top performing sales organizations have modified their management techniques so that they accommodate the abilities and work styles of millennial salespeople? Wondering why B2B sales managers are so accommodating to this ...


Compass Analytics Enhances Bid Management Automation for Investor and Sellers
GlobeNewswire (press release)
Continuing to leverage its position as an industry leader in providing tools and analytics to both the investor and seller community, Compass Analytics has added multiple new features to Compass Direct™, its investor portal, and CompassBid™, its ...

and more »

Houweling's Group Brings Todd Plaxton on in Sales Management Position
And Now U Know
Todd Plaxton, Sales Management, Houweling's Group“I have always had a tremendous respect for Houweling's, and their reputation in the industry as an innovator and quality grower. At the same time, the company has evolved with the changing retail ...


Challenges abound for accidental sales leader
BizWest Media
Northern Colorado and Denver are in a very tight hiring environment. With unemployment extremely low, many organizations are looking at promoting from within whenever they can. This is a very common path to sales management for many new sales leaders ...


Sales Manager
Technical.ly
Current Designs, Inc. is a small group of hard-working, talented people who bring together engineering, design, and manufacturing to form a technically innovative business. Our focus is on fiber-optic computer response devices used by Neuroscientists ...


Commerce Signals Expands Executive Team to Support Multi-Channel Growth and Steady Increase in Client Demand
PR Newswire (press release)
Tumaneng was previously Head of Sales, U.S. East and South America, at IAC, and prior to that, spent more than 11 years at Google in various sales management and strategy capacities. "As marketers are pressured to deliver better results with fewer ...

and more »

The No. 1 Thing Buyers Expect From Salespeople
Industrial Distribution
A study that appeared in a Sales Management Association blog, showed that customer knowledge was the most common characteristic among top performers. The more knowledgeable you are about your customer, the better your sales performance. For rookie ...


Opinion Predictions 2018: Blended AI will disrupt customer service and sales strategies
Information Management
The promise of artificial intelligence has permeated across the enterprise giving hopes of amping up automation, enriching insights, streamlining processes, augmenting workers, and in many ways making our lives as consumers, employees, and customers a ...

Google News

5 Secrets to Managing Your Sales Manager Productively

Many people believe that the main reason for representatives leaving... Read More

Sales Plan? Whats a Sales Plan?

In the past, if you said the word "plan" to... Read More

Leadership Lessons for Sales Managers

Leadership, like class, is hard to define, but easy to... Read More

The Top 5 Issues Facing VPs of Sales

A recent study of 2,663 sales organizations by Think Training,... Read More

Never Trust a Silent Customer

Imagine you run a pizza parlour. You have all these... Read More

3 Ways to Increase Your Sales

Last week I got a call from Jose, who was... Read More

Baditude!

As a group of sales trainees took a break from... Read More

Make Time, Not Excuses

There are four primary activities that successful salespeople engage in... Read More

How We Build a 90% Failure Rate into the Sales Process

I recently began doing training in the banking industry. Across... Read More

The Hidden Competition: Avoiding the 2 Most Common Competitors

There are really only two types of competitor:1. Obvious2. HiddenThe... Read More

A Real CRM Strategy or Just Tracking Customers?

Exactly what is CRMThe idea itself is nothing new; its... Read More

14 Top Lead Generation Tactics

According to former Harvard Business School professor David Maister, typical... Read More

4 Tips for the Summer Slowdown - How To Pick Up Sales

You may have heard about the "summer slowdown". You may... Read More

Change in Sales Organizations Starts with Me

Question: What do the following have in common?- I spend... Read More

Not Enough Fresh Sales Leads? Marketing is the New Sales

Your sales are down and leads are rare. The phone's... Read More

A Coachs Handbook For Sales Managers

This article may be reprinted in its entirety with express... Read More

The Boss from Hell: Quick to Criticize, Slow to Praise

So you have a boss who dumps all over you... Read More

6 Steps to Avoid Losing Summer Sales

It's a fact - the online world dies down in... Read More

All Small Businesses Need to Gather Community Intel

How well do you know your community? As business owners... Read More

Snuff Out the Competition Without Leaving a Mark!

Does the competition drive you crazy? Are they relentless about... Read More

3 Steps To Getting A Sales Meeting

The best way to get a new customer is to... Read More

Do You Really Want Local County Contracts?

If you really want to secure government contacts at the... Read More

The Spirit Of Change

A Highly Conscious Approach To Business Management. For more on... Read More

Determining Sales Fit; the Key Growth Process for Your Business

Help your organization grow by assessing the right indicators in... Read More

4 Marketing Myths Threaten Your Sales

These 4 marketing myths can cause you to lose sales... Read More