One Invisible Technique that Noone "Gets"

6 years ago

So we're talking Negative Reverse Selling now?

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CreekChub 6 years ago

Looks like it.
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- EverestOnlineMarketing 6 years ago
  
  So it's selling by merely suggesting or implying...
  
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Freebiequeen1999

6 years ago

Instead of assuming the close you are assuming the NO?

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iAmNameLess

6 years ago

I don't suppose this is the case with you.... but do you agree people are going a little crazy over-complicating sales?

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sooWoo 6 years ago

Originally Posted by iAmNameLess

I don't suppose this is the case with you.... but do you agree people are going a little crazy over-complicating sales?

I wholeheartedly agree. It's getting quite ridiculous now.
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kenmichaels

6 years ago

Originally Posted by iAmNameLess

I don't suppose this is the case with you.... but do you agree people are going a little crazy over-complicating sales?

It's what happens with a little bit of knowledge and some success.
I see it day in and day out for years.

The saying "Keep It Simple Stupid" .... exists for a reason.

On a side note:
When people post about a "great" or "secret" or "hidden" sales technique ...
Generally speaking - it's none of those things. What it is though, is a definitive
"tell" on exactly where that sales person is at in his learning curve.

I can't even count the amount of "master closers" that have lost all credibility
within two sentences of the post that was meant to showcase how awesome
their sales skill is.

even worse ... when the wannabe sales guru spits out just enough almost credible
info that anyone with lessor sales knowledge gets suckered into believing it.

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Claude Whitacre

6 years ago

Originally Posted by kenmichaels

It's what happens with a little bit of knowledge and some success.
I see it day in and day out for years.

The saying "Keep It Simple Stupid" .... exists for a reason.

On a side note:
When people post about a "great" or "secret" or "hidden" sales technique ...
Generally speaking - it's none of those things. What it is though, is a definitive
"tell" on exactly where that sales person is at in his learning curve.

My God, that's insightful. Absolutely true. Do you know how many people knew that?

Originally Posted by kenmichaels

I can't even count the amount of "master closers" that have lost all credibility
within two sentences of the post that was meant to showcase how awesome
their sales skill is.

even worse ... when the wannabe sales guru spits out just enough almost credible
info that anyone with lessor sales knowledge gets suckered into believing it.

That's the real danger. They read something out of a book, or out of a report, claim it as their own, and say they use it...without any knowledge of how it would be applied.

For example; "It probably won't make sense in your case, but would it help if.. "

I've read the same thing, and I can't remember where. But I think it was on the Forum...I was hoping someone wold know the real source. I can see where this may be useful as an attention getter. Maybe at the end of closing, to snap them out of their thinking stream...maybe. I may have even said something like this, somewhere.

Honestly, I was wondering if you, Misterme, or Kanigan may have posted these questions...and they were just copied from you. But I know I've seen them before...somewhere.

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Matthew North

6 years ago

Originally Posted by Claude Whitacre

My God, that's insightful. Absolutely true. Do you know how many people knew that?

That's the real danger. They read something out of a book, or out of a report, claim it as their own, and say they use it...without any knowledge of how it would be applied.

For example; "It probably won't make sense in your case, but would it help if.. "

I've read the same thing, and I can't remember where. But I think it was on the Forum...I was hoping someone wold know the real source. I can see where this may be useful as an attention getter. Maybe at the end of closing, to snap them out of their thinking stream...maybe. I may have even said something like this, somewhere.

Honestly, I was wondering if you, Misterme, or Kanigan may have posted these questions...and they were just copied from you. But I know I've seen them before...somewhere.

Some of questions were from David Sandler.

I'm sorry if people got the impression that I was trying to label this as my original idea.. because it's not. And I wanted to talk about the IDEA behind the words, not the questions themselves. I should probably change the title of this thread.

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eccj

6 years ago

Originally Posted by Matthew North

Some of questions were from David Sandler.

I'm sorry if people got the impression that I was trying to label this as my original idea.. because it's not. And I wanted to talk about the IDEA behind the words, not the questions themselves. I should probably change the title of this thread.

Yeah I recognized these from "You Can't Teach a Kid to Ride a Bike at a Seminar."

I love these types of phrases. I don't use them prospecting but they are great when meeting someone. It allows you to get the prospect talking down to their exact desires vs hearing something and then assuming.

It really is amazing how much assuming goes on in a normal conversation. Have a conversation today and try not to assume at all in your responses and you will see.

Most salesmen hear what sounds like a problem that their product/service can fix and boom, they are off telling how they got the solution. Now you are in a long sales process because they still aren't sure that they need what you are selling

Slow down to speed up!

Play dumb!

Don't play detective!

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kenmichaels

6 years ago

Originally Posted by eccj

Most salesmen hear what sounds like a problem that their product/service can fix and boom, they are off telling how they got the solution. Now you are in a long sales process because they still aren't sure that they need what you are selling

Reminds me of that saying ... "When you sell hammers ... all you see are nails"

Originally Posted by eccj

Don't play detective!

I think I am more detective then sales guy. Really I do.
Most people don't even realize what I'm doing, when I'm doing it.

Pre-qualify / qualify / confirm

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eccj

6 years ago

Originally Posted by kenmichaels

Reminds me of that saying ... "When you sell hammers ... all you see are nails"

I think I am more detective then sales guy. Really I do.
Most people don't even realize what I'm doing, when I'm doing it.

Pre-qualify / qualify / confirm

I wasn't real clear.

Yes be a detective. Just don't play one.

I want to get the info without seeming like I am interrogating them. Rather, I want to come off like I don't get what they want... playing dumb.

I live in the South but I have lived in a couple other regions of the US.

In the North-East, people act like they are smarter than they are.

In the South, especially the Deep South, people act like they are dumber than they are. Some of the smartest people I know can put on the good 'ol boy show and subsequently sell just about anything to anyone and make them feel good about the purchase and good about themselves.

People open up, because they don't feel threatened, and tell the salesman everything he needs to sell them, down to the smallest detail.

I was selling a policy to an older woman about a month ago. She wanted something that she didn't really want and that didn't actually exist. I was starting to get aggravated with her because she didn't know what she was talking about and I did.

I finally slowed down and started asking "dumb" questions and acting confused. About 5 minutes later I got the sale....... after talking to her about 6 times over the previous three weeks. Because I finally found out what she really wanted; not what she said she wanted.

If I would have done that to begin with I would have saved myself a lot of time. But I got thrown off my game because she was a referral from a family member who told me "what she wanted." I sped up to slow down! I was stupid.

Anyways.... that is what I meant by not playing detective

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Claude Whitacre

6 years ago

Originally Posted by Matthew North

Some of questions were from David Sandler.

I'm sorry if people got the impression that I was trying to label this as my original idea.. because it's not. And I wanted to talk about the IDEA behind the words, not the questions themselves. I should probably change the title of this thread.

You're fine. I just couldn't remember where I read the questions before. Sandler was a very "I'm not selling, not even close" kind of trainer. And it appeals to non-salespeople...because it's not agressive at all. That doesn't mean that the method and approach doesn't work, it does.

It's not my thing, but I see its merit.

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sandalwood 6 years ago

If you want to find the origin of "some" of the statements of the OP look no further than the finance industry. I remember saying some of these words to potential clients when I was a stock broker in the 80's. I use some of them today selling insurance.

Nothing new under the sun. Just depends on the situation.

Only my 2 ¢ and not stepping on anyone's contributions to this thread.
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Matthew North

6 years ago

Originally Posted by Jason Kanigan

So we're talking Negative Reverse Selling now?

NR is the surface level concept. It's what you see and hear. I'm really speaking about what's beyond that level, why it works and how to embody it .. so it's not some 'Trick'. Calling something a technique does not make it a technique, it just a way of articulating an idea.

Originally Posted by EverestOnlineMarketing

So it's selling by merely suggesting or implying...

Not really.

Originally Posted by Freebiequeen1999

Instead of assuming the close you are assuming the NO?

That's close.

Originally Posted by iAmNameLess

I don't suppose this is the case with you.... but do you agree people are going a little crazy over-complicating sales?

You could be right. I find that it's generally the opposite when you read advice about complex ideas.

People want to hear simple truths.. So you have sayings such as 'Buyers are liars', 'Benefits sell', 'Always be closing'.. ideas which are simple and easy to understand.

Are these partially things true? Yes. But they are not absolutely true.

Originally Posted by kenmichaels

It's what happens with a little bit of knowledge and some success.
I see it day in and day out for years.

The saying "Keep It Simple Stupid" .... exists for a reason.

On a side note:
When people post about a "great" or "secret" or "hidden" sales technique ...
Generally speaking - it's none of those things. What it is though, is a definitive
"tell" on exactly where that sales person is at in his learning curve.

I can't even count the amount of "master closers" that have lost all credibility
within two sentences of the post that was meant to showcase how awesome
their sales skill is.

even worse ... when the wannabe sales guru spits out just enough almost credible
info that anyone with lessor sales knowledge gets suckered into believing it.

You are make a lot of assumptions which simply are not true. I've been reading these butthurt comments from you for years..

If you don't like my posts, then don't read them.

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you cant hold no groove if you ain't got no pocket.

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kenmichaels

6 years ago

Originally Posted by Matthew North

You are make a lot of assumptions which simply are not true. I've been reading these butthurt comments from you for years..

If you don't like my posts, then don't read them.

I do like your posts - that's why i read them.

Matt, you have me mixed up with some one else, I have never once said
anything derogatory about you or anything you have ever said.

and - what I posted is not assumptions, it's fact - based on experience.
and it was not about you.

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fly4fun 6 years ago

Originally Posted by iAmNameLess

I don't suppose this is the case with you.... but do you agree people are going a little crazy over-complicating sales?

I'd agree. Sales is an essential, valuable process, which I think that leads it to being over-analyzed and over-thought. Also probably not 'one size fits all', i.e. what works for one person may not be effective for another. The post had good intentions, but probably a little too clever imho.
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daniyal100

6 years ago

sales is simple conversation just like you do to yourself all the time in your mind or with anyone else your not selling something.

I don't know why people make it complicated all the time, may be so that they can have the feeling that yes its actually very difficult and complicated and that's why they should not do it or get some training material from some dumb broke ass who's writing long posts all day from his shared 1 bed apartment just to steal a few bucks from a dumb ass like you because he don't know any better.

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writeaway

6 years ago

I'd love to see some statistical analysis of different pitch scripts. I won't be surprised if things we assumed to be 'sales gospel' turned out to, well, suck badly.

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eccj

6 years ago

Originally Posted by writeaway

I'd love to see some statistical analysis of different pitch scripts. I won't be surprised if things we assumed to be 'sales gospel' turned out to, well, suck badly.

That would be cool. Of course it wouldn't mean anything because there are a hundred other factors that go into a sale other than pitch scripts.

Thanks

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misterme

6 years ago

Originally Posted by Claude Whitacre

I've read the same thing, and I can't remember where. But I think it was on the Forum...I was hoping someone wold know the real source.

Originally Posted by Matthew North

Some of questions were from David Sandler.

Sounded very Ari Galperish.

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