Many people who are in the position of salesman ... are NOT a salesman. They are order takers who nary have a clue at how to facilitate or close a sale, and largely only \"make a sale\" when the customer is \"self sold\" or an otherwise \"easy close\" ... or else they don\'t get a sale once the prospect begins presenting challenging objective handling scenarios.
To that end, I\'d agree with you about the value of many people in the role of a salesman ... which is where this kinda took off from when I referenced \"crappy agents\", i.e. people who couldn\'t sell their way out of a wet paper bag ... is suspect at best. These are the kind of salesmen that don\'t know how to transition a prospect through the various stages of the sales process, which is not always \"straightline\", and when it starts taking twists & turns, they resume the role of order taker, cashier, attendant, hand-holder or some other non-salesman characteristic because they themselves have become lost in the sales process.
The reason that people don\'t like salesmen ... is because those same people who are in the role of salesman don\'t know how and/or when to facilitate assisting the prospect to transition through the steps of the sale to help solve/transform their prospects problem into a solution. Neither can most of them even recognize which stage of the process the prospect is currently in, nor the fact that those steps even exist. Add to that, the fact that most \"salesman\" can\'t forget about their commission (or the pressure from their boss) long enough to actually sustain a legitimate concern about helping the prospect find a solution to their problem ... particularly when it may take a degree of skill, effort & time.
I think my \"favorite\" is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.
What he is really asking is \"So, are you already self-sold on buying a car today, so that I can get a commission without actually knowing how to sell anything?\" If not, then he\'ll do his best to pretend like he knows what he\'s doing by emulating certain actions that he\'s been told are things that \"good salesmen\" do ... and yup, largely annoy people along the way.
Most people who are in the position of salesman ... are NOT a salesman. They are order takers who don\'t have a clue at how to facilitate or close a sale, and largely only \"make a sale\" when the customer is \"self sold\" or an otherwise \"easy close\" ... or else they don\'t get a sale once the prospect begins presenting challenging objective handling scenarios.
To that end, I\'d agree with you about the value of many people in the role of a salesman ... which is where this kinda took off from when I referenced \"crappy agents\", i.e. people who couldn\'t sell their way out of a wet paper bag ... is suspect at best.
The reason that people don\'t like salesmen ... is because those same people who are in the role of salesman don\'t know how and/or when to facilitate assisting the prospect to transition through the steps of the sale to help solve/transform their prospects problem into a solution. Neither can most of them even recognize which stage of the process the prospect is currently in, nor the fact that those steps even exist. Add to that, the fact that most \"salesman\" can\'t forget about their commission (or the pressure from their boss) long enough to actually sustain a legitimate concern about helping the prospect find a solution to their problem ... particularly when it may take a degree of skill, effort & time.
I think my \"favorite\" is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.
What he is really asking is \"So, are you already self-sold on buying a car today, so that I can get a commission without actually knowing how to sell anything?\" If not, then he\'ll do his best to pretend like he knows what he\'s doing by emulating certain actions that he\'s been told are things that \"good salesmen\" do ... and yup, largely annoy people along the way.
Most people who are in the position of salesman ... are NOT salesman. They are order takers who don\'t have a clue at how to facilitate or close a sale, and largely only \"make a sale\" when the customer is \"self sold\" or an otherwise \"easy close\" ... or else they don\'t get a sale once the prospect begins presenting challenging objective handling scenarios.
To that end, I\'d agree with you about the value of many people in the role of a salesman ... which is where this kinda took off from when I referenced \"crappy agents\", i.e. people who couldn\'t sell their way out of a wet paper bag ... is suspect at best.
The reason that people don\'t like salesmen ... is because those same people who are in the role of salesman don\'t know how and/or when to facilitate assisting the prospect to transition through the steps of the sale to help solve/transform their prospects problem into a solution. Neither can most of them even recognize which stage of the process the prospect is currently in, nor the fact that those steps even exist. Add to that, the fact that most \"salesman\" can\'t forget about their commission (or the pressure from their boss) long enough to actually sustain a legitimate concern about helping the prospect find a solution to their problem ... particularly when it may take a degree of skill, effort & time.
I think my \"favorite\" is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.
What he is really asking is \"So, are you already self-sold on buying a car today, so that I can get a commission without actually knowing how to sell anything?\" If not, then he\'ll do his best to pretend like he knows what he\'s doing by emulating certain actions that he\'s been told are things that \"good salesmen\" do ... and yup, largely annoy people along the way.
Most people who are in the position of salesman ... are NOT salesman. They are order takers who don\'t have a clue at how to facilitate or close a sale, and largely only \"make a sale\" when the customer is \"self sold\" or an otherwise \"easy close\" ... or else they don\'t get a sale once the prospect begins presenting challenging objective handling scenarios.
To that end, I\'d agree with you about the value of many people in the role of a salesman ... which is where this kinda took off from when I referenced \"crappy agents\", i.e. people who couldn\'t sell their way out of a wet paper bag ... is suspect at best.
The reason that people don\'t like salesmen ... is because those same people who are in the role of salesman don\'t know how and/or when to facilitate assisting the prospect to transition through the steps of the sale to help solve/transform their prospects problem into a solution. Neither can most of them even recognize which stage of the process the prospect is currently in, nor the fact that those steps even exist. Add to that, the fact that most \"salesman\" can\'t forget about their commission (or the pressure from their boss) long enough to actually care about helping the prospect find a solution to their problem ... particularly when it may take a degree of skill, effort & time.
I think my \"favorite\" is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.
What he is really asking is \"So, are you already self-sold on buying a car today, so that I can get a commission without actually knowing how to sell anything?\" If not, then he\'ll do his best to pretend like he knows what he\'s doing by emulating certain actions that he\'s been told are things that \"good salesmen\" do ... and yup, largely annoy people along the way.
Most people who are in the position of salesman ... are NOT salesman. They are order takers who don\'t have a clue at how to facilitate or close a sale, and largely only \"make a sale\" when the customer is \"self sold\" or an otherwise \"easy close\" ... or else they don\'t get a sale once the prospect begins presenting challenging objective handling scenarios.
To that end, I\'d agree with you about the value of many people in the role of a salesman ... which is where this kinda took off from when I referenced \"crappy agents\", i.e. people who couldn\'t sell their way out of a wet paper bag ... is suspect at best.
The reason that people don\'t like salesmen ... is because those same people who are in the role of salesman don\'t know how and/or when to facilitate assisting the prospect to transition through the steps of the sale to help solve/transform their prospects problem into a solution. Neither can most of them even recognize which stage of the process the prospect is currently in, nor the fact that those steps even exist. Add to that, the fact that most \"salesman\" can\'t forget about their commission (or the pressure from their boss) long enough to actually care about helping the prospect find a solution to their problem ... particularly when it may take a degree of skill, effort & time.
I think my \"favorite\" is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.
Most people who are in the position of salesman ... are NOT salesman. They are order takers who don\'t have a clue at how to facilitate or close a sale, and largely only \"make a sale\" when the customer is \"self sold\" or an otherwise \"easy close\" ... or else they don\'t get a sale once the prospect begins presenting challenging objective handling scenarios.
To that end, I\'d agree with you about the value of many people in the role of a salesman ... which is where this kinda took off from when I referenced \"crappy agents\", i.e. people who couldn\'t sell their way out of a wet paper bag ... is suspect at best.
The reason that people don\'t like salesmen ... is because those same people who are in the role of salesman don\'t know how and/or when to facilitate assisting the prospect to transition through the steps of the sale to help solve transform their prospects problem into a solution. Neither can most of them even recognize which stage of the process the prospect is currently in, nor the fact that those steps even exist.
I think my \"favorite\" is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.
is when you walk on a car lot and the \"salesman\" opens with \"So, can I sell you a car today?\" ... to which I always want to reply \"I don\'t know, can you?\" Of course, I already know that he is incapable of selling me a car because he has already shown me just how badly he does not understand the processes involved. This \"classic\" approach may be perceived to be rooted in the concept of ABC (always be closing), but it clearly shows that he misses the mark entirely at the purpose of a trial close and thus really doesn\'t know what he is doing.