Sales
Conflict Vs Cooperation
RSS  Print
There are two main types of communication
that take place in selling situations: conflict and
cooperation. Which type of communication you’re using will have
a profound impact on whether or not you get the sale.
Conflict takes place as the result of the
vast majority of sales processes and especially as the result
of these taught in traditional sales training, which usually
goes as follows: The salesperson initiates the sales process
through a cold call. Because the prospect does not expect or
anticipate the call, sales resistance automatically exists and
the salesperson is forced to overcome it. This is conflict.
When the first appointment takes place, the prospect again has
his defenses up in anticipation of a pushy sales pitch. As a
result, frivolous objections are thrown out that the
salesperson must overcome. More conflict. At the end of the
appointment, the salesperson must secure a time for a second
appointment in order to present a proposal. The prospect says
to call next week for a time, but the salesperson wants to
secure it now. Even more conflict. The second appointment takes
place, the proposal is presented, the salesperson asks for the
order, and now the prospect really has objections. Conflict.
The salesperson works to overcome them and then uses a sleazy
technique such as the infamous alternate close to again ask for
the order. Conflict at its worst.
Now let’s take a look at a sale where the
state of mind is not conflict but cooperation:
The prospect learns of the salesperson’s
offering through the salesperson’s thoughtful, organized
self-marketing plan. The prospect contacts the salesperson and
asks for a meeting, to which the salesperson of course agrees.
Cooperation. During the first appointment, the prospect
willingly explains the need that exists and the salesperson
listens and takes down all pertinent information. They mutually
agree to a time to review a solution. Cooperation. The day for
the proposal appointment arrives and the prospect is excited to
finally learn of a way to solve his problem. The salesperson
presents it and the prospect agrees that it looks great. More
cooperation. There is no need for the salesperson to engage in
any ethically questionable closing tactics because the prospect
sees the value in the proposal and simply buys. Cooperation at
its finest.
Ask yourself, do your sales processes look
more like the first or second example? If you’re experiencing
conflict instead of cooperation with your prospects, perhaps
it’s time for you to drop the old methods of prospecting and
selling and learn a new way that fosters goodwill and
cooperation. The answer is self-marketing. Instead of annoying
people with cold calling and pushing them to buy with tacky
closes, it will induce qualified prospects to call you and
simply agree to buy.
|
About
The Author
Frank
Rumbauskas, the New York Times best-selling
author who revolutionized selling, has taught
tens of thousands of salespeople and small
business owners how to stop cold calling forever! For
10 free chapters of Frank's breakthrough
book, please visit www.nevercoldcall.com.
|
Readers' Comments 
| 
