31. May 2012 11:14
You know the picture all too well. You agree to see a
salesperson in your office. Weather you asked to see them or they called on
you, you have reluctantly agreed to the appointment.
So on the scheduled time and date, in walks the salesperson.
How do you know it’s them? Oh, there is no mistaking it! A briefcase in one
hand, a portfolio in the other and something you can’t seem to figure out is
under their arm.
You close your eyes because you just know what you’re in
for. Some big dog and pony show of all the latest and greatest that they have
to show you. Ahhhh!!
Why do you despise this so much? The whole time you are
thinking, can’t you just get to the bottom line?! You hate it because you may
be interested in some parts of their product/service but you really just want
to know how it can help you. You probably don’t even need to know that it
slices and dices too….or do you?
Certainly the salesperson believes that if they show you all
of the “features & benefits” you will find something that you like and that
will convince you to buy it. Why does it feel like so much work for you when
it’s their job? Or is that just their job, to show you all the stuff? No! They
should figure out exactly what it is you need and then show you only that.
What? Yes, they need to sell naked. That means during the initial
visit nothing should happen other than a conversation. They should not bring
you any brochures or product samples, no, nothing. Simply a conversation
between you and them to see if what you need fits what they have. Selling Naked
means to go into a sales call with nothing but a pen and a pad. Your ears are
helpful here but that’s it. Why? Because it takes a good, deep investigative
dialog to figure out what a prospects needs are. If at that time there may be a
fit, fine go get your clothes…or your product. But not until then.
So go ahead, try it. Sell Naked. You will be surprised at
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