Edelman on Sales Authenticity
“Be real. Try to do what you say,
say what you mean, and be what
you seem.”
–Marian Wright Edelman (1939 – )
American liberal
founder of the Children’s Defense Fund
Sales reminder…
Be careful to minimize any tendencies to over promise or say what you feel needs to be said in a sales call. After getting someone’s attention/ interest, the most vital business is that you learn what your prospects/ customers really want or need and why (not to show what you have or know).
The simplest way to do this is to forget about yourself, your company, your products, and your competition.
Focus only on the discussion and them. Be real. Question questions and listen (top 30 open-finished questions).
Care for them and they’ll more likely care for you (by buying).
Get a printable reminder to be real.
(tbif: too terrible it’s friday, the last salesday of the week)