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
The Wall of Defensiveness: 7 Ways to Tear It Down > NetSparsh - Viral Content you Love & Share

The Wall of Defensiveness: 7 Ways to Tear It Down

Have you ever gotten frustrated when you realize that your prospects keep stereotyping you as a "salesperson"? And because of that, they don't give you the trust and openness that you deserve, and that are essential if you're going to help them solve their problems?

That's what's been happening to Michael, who calls companies to set appointments with decisionmakers. "I have a great product that I'm passionate about," he told me, "but when I call prospects, they immediately start treating me as just another salesperson who's trying to sell them the same type of product that others have tried to sell to them in the past...Is there any way to stop them from pigeonholing me?"

Michael is hitting what I call the "wall of defensiveness" that almost all decisionmakers these days use to protect themselves against sales calls. It tears me apart that he, like so many other salespeople, have to endure this type of personal rejection as he tries to make a living.

And none of the sales training or motivational programs he's been through had helped him to solve this frustrating and debilitating situation.

In our one-on-one sessions, Michael and I discussed 7 key strategies that can break down that wall, and he's been finding that they work for him...maybe they'll work for you, too...here they are...

1. Curb your enthusiasm. This idea always comes as a shock to anyone who's been exposed to the old "sales gurus" who insist, "The more enthusiastic you are about what you are selling, the more people will be attracted to your solution"--but, boy, are they wrong! When you come across as overly enthusiastic, especially when you're on a first call to a new prospect, you immediately trigger sales pressure that tells your prospect, "I'm excited because I just know that you need what I have to offer!" But in any new situation, that's exactly what you don't know--so try cutting out your enthusiasm on initial calls. Otherwise, you're likely to hit the wall.

2. Avoid assuming that you and your prospect are a fit. You may have the "perfect prospect"--someone with the exact criteria and profile of your ideal customer. However, if your words or tone of voice say, "I know you'll benefit from our service because you fit the exact profile of our customer base," you'll inadvertently will set off alarms that will let your prospect associate you with the negative "salesperson" stereotype. Instead, learn to be humble, and avoid making assumptions until after your prospects trust you enough to share their true issues with you. Then the two of you can decide, in a natural evolutionary way, whether you're a match or not.

3. Don't think that you have to have all the answers or you'll "lose" the sale. So many of us work ourselves into a frenzy before we actually pick up the phone to call someone. Why? We're afraid that if we make a mistake or don't deliver our pitch perfectly, we'll be rejected. But it's okay not to have all the answers. Ever see the TV show "Columbo"? Was he perfect? No. He was human, humble, and unassuming, and people trusted him. It's okay not to have all the answers. Needing to have all the answers is a control trip, and when you're with a prospect, you're not in control--the two of you are in a relationship. The more you internalize that realization, the more comfortable and less frenzied you'll feel. And you'll be surprised when your prospect appreciates you for being a just another human being.

4. Don't try to overcome objections. Overcoming objections doesn't build trust. Instead, it only associates you with the negative stereotype of a salesperson who has been trained to move the sales process forward at the prospect's expense. When you hear an objection, diffuse it and re-engage the conversation on your prospect's terms.

5. Learn to diffuse sales pressure. Hidden sales pressure is the root of all sales woes. Diffuse it at the beginning of the relationship, and you'll never have to deal with it again. Shift your mindset and change your language so it reflects you being your most natural self. The most sophisticated sales strategies in the world won't make any difference if you don't know how to diffuse the sales pressure that prospects are only too quick to sense--and back away from--in any buyer-seller relationship.

6. View prospects as potential friends, not as sources of commissions. If you see dollar signs instead of human beings when you're with prospects, they'll sense your attitude and see those dollar signs in your eyes. Keep your conversations human by always viewing your prospects as people who have potential problems that you can solve.

7. Acknowledging the sales game diffuses the pressure. If you find yourself in a sales situation that puts your relationship with your prospect at risk--for example, a prospect promises to call you back but doesn't--call the "game." Call your prospect and say simply and gently that you really don't want the relationship to degenerate into the stereotypical cat-and-mouse sales game. Your message should always be, "Our relationship, not my commission, is my priority."

The bottom line of all this is: You can no longer rely on what you are selling to distinguish yourself, because there's just too much competition out there. Instead, you must focus on how you're selling. That's the only thing that will make you different from everyone else.

With a Masters Degree in Instructional Design and over a decade of experience creating breakthrough sales strategies for global companies such as UPS and QUALCOMM, Ari Galper discovered the missing link that people who sell have been seeking for years.

His profound discovery of shifting one's mindset to a place of complete integrity, based on new words and phrases grounded in sincerity, has earned him distinction as the world's leading authority on how to build trust in the world of selling.

Leading companies such as Gateway, Clear Channel Communications, Brother International and Fidelity National Mortgage have called on Ari to keep them on the leading edge of sales performance. Visit http://www.unlockthegame.com to get his free sales training lessons.

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

CNBC

Auto industry outlook hinges on China sales holding up under tariff pressure
CNBC
The outlook for the global auto industry over the next 12-18 months remains stable so far, thanks in part to rising sales in China, India and Europe. But looming trade tensions and the threat of tariffs could hurt sales next year, said Moody's on Tuesday.

and more »

Forbes

Three Strategic Sales Mistakes And How To Avoid Them
Forbes
A few years into my entrepreneurial journey, having launched two different e-commerce businesses and spent time with countless other entrepreneurs who were building or trying to build technology products and companies, my business partner and I had an ...


Forbes

When It Comes To Sales, It's Not How You Play The Game But How You Play To The Crowd
Forbes
Imagine a typical sporting event: fans cheering in the stands, pyrotechnics on the Jumbotron, and two teams ready to trounce each other. Teams dedicate their lives to beating the competition. It's how they train, how they're measured, how they're paid.


CNBC

Look for a Kaepernick sales 'bump' in Nike's earnings next week
CNBC
The aftermath of Nike's controversial Colin Kaepernick ad could show up in quarterly results next week — in a very good way. Canaccord Genuity is predicting a sales boost from the polarizing ad that featured the former NFL quarterback. Despite some ...
#NikeBoycott Is Over. Why Retail Activism Rarely Changes Sales.Wall Street Journal
YouTube HTML5 Video PlayerYouTube
'Black-ish' Star Jenifer Lewis Wears Nike on Emmys Red Carpet in Support of Colin KaepernickVariety

all 582 news articles »

Wall Street Journal

Neiman Marcus Sales Rise but Losses Continue
Wall Street Journal
Mr. van Raemdonck said he also wants digital sales to account for half of Neiman's revenue, up from about a third currently. To that end, he hired Amazon.com Inc. veteran Darcy Penick as president of its ultra-high end Bergdorf Goodman brand. Ms ...
Neiman Marcus ends its year with sales up in all four quarters, but still facing huge debtDallas News

all 17 news articles »

CNBC

General Mills drops the most since March after reporting falling demand, lower margins
CNBC
Cheerios cereal maker General Mills missed analysts' estimates for quarterly sales on Tuesday, hit by lower demand for its snacks and yogurts in the United States. Shares of the Minneapolis-based company dropped more than 7 percent for their worst ...
Unicorns work magic on General Mills cereal sales, but investors want moreMinneapolis Star Tribune
General Mills tops profit estimate as sales fall slightly shortMarketWatch
General Mills fiscal 1Q sales fall shortMinnesota Public Radio News
Nasdaq
all 134 news articles »

Retail sales down
Jamestown Sun
Retail sales across North Dakota remained nearly steady with a 0.4 percent increase from $1.59 billion in 2017 to $1.6 billion in 2018. Jamestown business activity declined across most categories for the second quarter including construction down 20 ...

and more »

CNBC

Bob Woodward's 'Fear' sells 1.1 million copies in its first week, a record for publisher Simon & Schuster
CNBC
Bob Woodward's Trump administration tell-all "Fear: Trump in the White House" had the highest first-week sales of any book in Simon & Schuster's 94-year history, the publisher said on Tuesday. "Fear" sold 1.1 million copies in its first week in print ...
Publisher says Woodward book sales largest in its historyThe Hill (blog)

all 180 news articles »

AutoZone's stock sinks after profit beats but sales miss
MarketWatch
Shares of AutoZone Inc. AZO, -2.31% sank 5.1% toward a 7-week low in premarket trade Tuesday, after the auto-parts retailer reported a fiscal fourth-quarter profit that beat expectations, but sales that missed. Net income for the quarter to Aug. 25 ...


Motley Fool

Apple's New iPhone XR Expected to Dominate Sales
Motley Fool
While the iPhone XR is being delayed until October due to supply constraints related to the 6.1-inch LCD display panel, Kuo still expects that the XR will comprise 55% to 60% of unit sales of the new models, representing the majority of unit volumes ...
SEC FORM 4 - SEC.govSEC.gov
Apple announces iPhone XS, iPhone XS Max, less expensive iPhone XR in phone line revampUSA TODAY

all 259 news articles »
Google News

Selling Your Way To Success

I wonder when we decided to become a sales person.... Read More

How To Sell Your Products or Services on Value And Stop Selling On Price Alone

Have you ever met with, or talked to a prospect... Read More

Why I Hate (Most) Benefit Statements

Benefits are what motivate people to purchase from you, right?... Read More

The Best Day In The Week

The best day of the week is TODAY, of course.... Read More

Plan For Your Next Trade Show Appearance To Be A Success

Most people who consider trade show planning think of it... Read More

Chicken Little And The Disintermediation Myth

If Chicken Little were alive today he wouldn't be running... Read More

How Sellers Can Take Control

For centuries ? at least since the serpent convinced Eve... Read More

Sell With KISS, As In Keep It Simple, Stupid

One of the most useful and fundamental communications lessons that... Read More

Before They buy What You Say - 10 Steps To Selling Yourself

You are the productWe're all in the selling business whether... Read More

How to Lose the Sale Quickly & Easily

Here are five sure-fire ways to guarantee you will not... Read More

Challenge Yourself!!! Evaluate Your Selling Skills!

This evaluation is not for the "weak-kneed". Real questions to... Read More

How To Seal The Deal In Seven Seconds

Can you close a sale in just seven seconds? If... Read More

Now Is A Great Time To Sell!

Its official. The news just came out. Yes, we are... Read More

Long Sales Letters vs. Short Sales Letters

Everywhere I turn, I'm being asked to weigh in on... Read More

Stop Telemarketers, Do Not Call List or Not

American consumers have spoken and have done so loudly registering... Read More

Six Simple Steps for Getting More Applications

When I first started out as a loan officer, one... Read More

Miracles are Your Responsibility!

John Di Lemme on "Miracles are your responsibility"Miracles are your... Read More

Selling with Purpose

Selling With Purpose What is it about selling that makes... Read More

Is Sales Profession an Oxymoron?

If you are in Sales, you have probably heard these... Read More

How to Sell Your Products Without Competition

Selling your products at shows can be difficult when you... Read More

How to Really Benefit from Associations (Part 1 of 3-Part Series)

Looking for new leads, new contacts, new business opportunities? Do... Read More

Creating Intense Emotions That Motivate People

Ever wish that your presentations could be as much fun... Read More

Consumer Effort And The Purchase Decision

It is a basic tenet of behavioral psychology that people... Read More

Nine Keys to Make your Sales Copy Convincing

Would you pay $12,500 to discover the keys to great... Read More

?The Power Of Consumer Opinion, & How To Profit From It!?

Selling is just a whole lot easier when you know... Read More