Starting in the Wrong Gear

There is one major problem that people are told in sales. This can be online sales or offline sales....The same holds true. We are going to discuss a problem in sales that keeps the sale from happening.

Let it be known that this is NOT strictly my idea. It has been told for years by top sales men and women, especially since the online BOOM. I recently read an email from Ann Sieg that gave me a thought that fits into her thought about sales and a mistake that many people make.

This problem is "Starting in the Wrong Gear."

Take this example:

Have you ever or do you drive a manual transmission vehicle? In any manual transmission vehicle there is a sequence that you must follow in order to get the vehicle to the speed that you would like and even to get it started. Are you still with me? What happens if you start your car, put it in 3rd or 4th gear, press the gas, and let off of the clutch? Let's just say you must hold on tight as your vehicle bucks like a bucking bronco at a rodeo! This is a bad experience and quite embarrassing if you ask my personal opinion. How do I know? Let's just say I have done it before. You must start the vehicle in 1st gear to get the best result. As the motor turns and the RPM's start to rise you then change to 2nd gear and then follow the sequence. No problems, no jerking, no embarrassment, and you end up reaching your destination safely.

This is just like sales of any industry. If you meet someone that is interested in your product or your offer and inquire of you for more information, the ball is in your court! Are you going to start the conversation in a 3rd or 4th gear? I hope not because you will more than likely get the same results of the bucking bronco analogy that i recently mentioned. The person will be turned off and you will lose the sale and the opportunity for future relations with that person. Always remember to start your conversations off in 1st gear and when the conversation (RPM's) get to the level for 2nd, then you can change the gears. This will work every time without pushy sales tactics and demanding urges.

Pay Attention. A lot of people miss this completely.

DO NOT concentrate on the sale! Concentrate on helping your lead or prospect with the information they need to make an informed decision. If you unselfishly try to help your potential customer the sale will find you.