Mission-Critical: Handle The People First!

When I’m working with salespeople to debug a thorny sale in process, I always ask them this: tell me about the people first.

Long, hard-won experience has taught me one simple truth. When you run into trouble with the sales procedure, you missed something. The prospect is not the problem. You failed to handle the people first.

It’s a fundamental principle of selling that it’s about the people, always! No matter what sales method, technique, tactic, or tool you are using, you will always have trouble unless you handle the people first. Always, always, always!

If you only learn one thing from this book, remember this because it is the most powerful tool you can use in any sales negotiation.

There are only two things that are mission-critical to every sale:

1. Handle the people first.

2.     Refer to point #1.

Handle the people first, and the business will take care of itself.

I can’t emphasize this strongly enough.

Graduates of many modern business schools can deal with spread sheets, graphs, case analysis and business plans, but traditionally they don’t get one hour of training on negotiating skills with a live human being.  They end up with is a clinical, ivory tower approach to business and sales, which is vastly different from dealing with real live person, as any entrepreneur or salesman can attest.  If you try to skip this step of handling the people first, or rush through it so you can “close the deal’ it will come back to bite you!

Don’t make trouble for yourself.

Spend as much time as needed to fully handle the people first; this will always make the business side of things go much, much smoother. They’ll feel better about the purchase and you’ll feel better about the sale.

Handling the people first really is mission-critical.

daniel w. jacobs
(c) 2007-2030, all rights reserved


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