5 {{ upvoteCount | shortNum }}
5 {{ upvoteCount | shortNum }}

Dan Kennedy's Quote On Business Philosophy... What Do You Think? Is He Right?

by RichBeck
5 replies
"The #1 job of selling is to MAKE A SALE. That’s what the job of selling is. Its job is not to respect the customer’s right to make their own opinion. That’s not in the job description. And you can’t cash a check for that." - Dan Kennedy
#business #dan #kennedy #philosophy
  • Profile picture of the author animal44
    Originally Posted by RichBeck View Post

    "The #1 job of selling is to MAKE A SALE. That's what the job of selling is.
    I'd agree...
    Originally Posted by RichBeck View Post

    Its job is not to respect the customer's right to make their own opinion.
    I don't agree.

    Many years ago I bought my first brand new car. I was young and naive. I let the salesman twist my arm to sign on the dotted line before I was really ready. Even though I wanted the car and would've bought it anyway, I always felt I was forced into the sale.

    I never gave him any referrals. I found reasons to tell people to avoid that particular dealer. And, of course, he never had another sale from me...

    Nowdays, if anyone tries the same, it tends to make me walk away, no matter how much I want whatever is being sold...

    I think the salesman's job is to guide the prospect to an obvious conclusion, not to force them into a decision...
    Signature

    People say nothing is impossible, but I do nothing every day.
    What I do for a living

    {{ DiscussionBoard.errors[10630303].message }}
  • Profile picture of the author misterme
    I'm sure that doesn't mean forcing the prospect to buy, being unethical or to hammer away at them until they wear out and give up their wallet. I think it's meant more like not to let the prospect control the sale, being just an order taker, not doing the job of leading them to the desired conclusions and decisions.

    Sort of the same spirit as Steve Jobs saying the public doesn't know what it wants unless we tell them. That wasn't about making sales selling something people don't want to buy.

    And a quick search seems to show that it was Charles J Phua, not Dan Kennedy, who said that. At least that's what comes up initially and I don't see any attribution to DK.
    {{ DiscussionBoard.errors[10630630].message }}
  • Profile picture of the author eccj
    I basically agree.

    On the educating and respecting the consumer BS. If sales were about educating then we would never have to listen to morons saying things like "teachers should be making millions and athletes should be making teachers pay."

    I personally like education in selling. I believe that someone educated on what I do will buy more from me. But I learned early that you better do more than just educate.
    {{ DiscussionBoard.errors[10632590].message }}
  • Profile picture of the author GTC1187
    I agree with misterme, I feel like the quote is intended to combat a specific mindset. Not promote a hellaciously high-pressure sales environment, hence the lead-in.
    {{ DiscussionBoard.errors[10635479].message }}
  • Profile picture of the author Claude Whitacre
    Originally Posted by RichBeck View Post

    "The #1 job of selling is to MAKE A SALE. That's what the job of selling is. Its job is not to respect the customer's right to make their own opinion. That's not in the job description. And you can't cash a check for that." - Dan Kennedy

    Maybe the first 25 years of selling that was my attitude.

    The last 15 years or so, it's now...

    Do the best thing for the customer. How can you serve them best? In almost every case, if you have selected your prospect well, the very best thing you can do for your prospect is make sure they benefit from your product

    And I absolutely believe this..

    If you are on a sales call, and the prospect doesn't buy from you...you have wasted his time.
    Signature
    One Call Closing book https://www.amazon.com/One-Call-Clos...=1527788418&sr

    What if they're not stars? What if they are holes poked in the top of a container so we can breath?
    {{ DiscussionBoard.errors[10635735].message }}

Trending Topics