“I try to be very consistent in my sales presentations,” he said while looking confidently at the audience. “So, I treat each customer differently.”
After a long uncomfortable pause. . . the penny dropped. He said, “And you will too – when you realize this simple truth: no two clients are the same.”
Whoa . . . this was not going to be the usual boring sales seminar, rehashing the tired old themes. He definitely got our attention, woke us up out of our arrogant slumber, and got us thinking.
“Imagine that . . . “ I thought to myself. “Maybe this group of seasoned veteran salesmen could learn some some new tricks after all.”
He continued, “If you can’t adjust your sales procedure to the customer you’re losing at least 50% of your sales closes. A pro is able to seamlessly shift from one selling style to the next, depending on the prospect in front of you. The neophyte forces the customer to adjust to the salesman rather than the reverse. And any time you force a client to do anything, you’re asking for trouble with the sale. The customer can always say, no!
As Abraham Maslow said in 1962, “When the only tool you have is a hammer, it is tempting to treat everything as if it were a nail.” Such is the case with the amateur salesperson or those who act like they are.
No two clients are the same. If you can’t adjust to them, you’re losing sales. Period.
If you can adapt the pace and patterns of the prospect or customer your chances of reaching the stage of closing the sale are increased by at least 50%!!!
Imagine that . . .
daniel w. jacobs
(c) 2009-2020, all rights reserved
