Friday, October 2, 2009

Classic salesmanship doesn't cut it

The classic sales approach of push, push and push again will not work in this economy. That goes for dealerships, corporations and for suppliers to those corporations.

Yes, corporations have money, and so do customers. But over the past year, we have all been programmed to think and say, "no" when it comes to spending.

So, the dealership salesperson that calls and calls his/her customers to pressure them to buy will lose. The supplier that calls his client and repeatedly asks for the sale, will not get it.

Today, being the classic salesperson is not enough. You have to be a confidant, an advisor, and an expert. You have to bring a sincere, thought-out recommendation to the customer, because that will be what is required to overcome their first-blush response of "no." Then maybe they'll listen and consider what you've brought to them.

If you hope for success by asking the same question over and over and expecting a "yes", these are going to be frustrating times.

Barry LaBov
LaBov and Beyond

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