“A diamond doesn’t start out polished and shining. It once was nothing special, but with enough pressure and time, becomes spectacular. I’m that diamond.” ― Solange Nicole
This morning I had a meeting with a potential new client. Referred to me by a member of my BNI Group (see it works). Anyway we got into chatting about his requirements, what we could do etc. He then stopped and said he wanted to make me aware that he had spoken to two other people about the same thing. He then told me that one of them was pretty much out of the picture due to the ‘hard sell’. Apparently they had a call from the company in question who proceeded to take them through what I presume was some kind of sales script and finally to a “Please sign here”. This did not sit well with the chap I was sitting with and based on this single interaction they have now been discounted from the pitch.
I wondered how many other businesses go down this route and actually talk the client out of working with them. I myself have had no formal sales training, I have no idea how to sell. All I know is how to talk about what I do. I enjoy what I do and I think most of the time this comes across during conversations. It’s hardly done me any harm this approach as I’ve secured work with some of the biggest brands in the world.
I’m an advocate of the best person to talk about the business and the offering is the business owner. Now in small business this is usually the case as it may just be you. But the bigger the business, this is where we start to have sales teams, targets and commissions. For some businesses it works, for others it turns into a competition to see who can get the most ‘Next Clothing Vouchers’!
Nobody likes to be sold to, I find shutting up and listening to be the best way to work with a client. Have you had a similar experience with a project you’ve been involved with? Do you use high pressure sales techniques in your pitch? does it work?
By Steven Burles