Comments on: Just Say When, Not If. Making It Happen When Selling.

By: Andrew Melchior

Andrew Melchior — Thu, 08 Jan 2009 19:22:04 +0000

@Dan Patterson Dan, I guess I was good enough even with the "if" statement to keep them interested and moving foward.

By: Andrew Melchior

Andrew Melchior — Thu, 08 Jan 2009 19:21:38 +0000

@David Mink Thanks for the suggested book Dave. I'll be checking it out soon.

By: Mat Siltala

Mat Siltala — Thu, 08 Jan 2009 19:06:50 +0000

Andy,

This is an excellent post that has one of the most profound teachings I have ever heard, or read. There is power in positive thinking, and you need to know, and have enough confidence that you will seal whatever deal you are working on. I don’t want to get all Law of Attraction on ya, but that my friend, is amazing advice.

By: Dan Patterson

Dan Patterson — Thu, 08 Jan 2009 18:53:38 +0000

What I think is impressive is that he taught the lesson AND still did the deal with you. I agree that I can probably learn something from everyone and I am also guilty of the ‘if’, ‘maybe’, ‘possibly’ syndrome from time to time.

By: Andrew Melchior

Andrew Melchior — Thu, 08 Jan 2009 18:41:14 +0000

@Marketing projects and sales Great comments and thanks for replying. You make some great points and suggestions and I can tell you that I have sat across the table enough times to know what you mean by a sales guy coming off as arrogant. Once I get that feeling in my gut all I can say to him is no thanks. Any tips for salesman on how they can overcome those nervous ticks, inflections in the voice, etc.?

By: David Mink

David Mink — Thu, 08 Jan 2009 18:40:13 +0000

@Andy – you might really enjoy the book “Influence, The Power of Persuasion.” This book was written by Dr. Robert Cialdini and is pretty fantastic.

By: Marketing projects and sales

Marketing projects and sales — Thu, 08 Jan 2009 18:12:32 +0000

Andrew. Good stuff. I think a lot about this topic. As an owner of a small agency, I often find myself in a sales role though I’ve never considered myself very good at it. I totally agree with the point about saying ‘when’ instead of if. Of course, there will always be a fine line between coming off as arrogant or apathetic and the over-eager sales guy. In the end, I think it boils down to trust – especially in the market we’re in.

There are so many things that can be done or said that a potential client will hone in on. One thing I’ve learned about the sales process is that it is very easy for them to view the seller as a tool – or someone who can’t be trusted. This can be the result of something small – like a nervous tick , inflection of voice, over-honesty, or they simply don’t like you because you are selling them something. The sales game is certainly not for the faint of heart.

Lastly, it is VERY easy to become jaded in this industry. And that is where the power of positivity comes in. Not to mention, I think people see into people more than they consciously recognize.

The longer I’m here on earth, the more I believe in these universal laws. But I think that for it to really work, positivity is something that you have to ‘be’ versus ‘use’. By being it, this is when it really starts to work – in life & sales. Now, back to my Karmic meditation.