How Sales Success & Your Ability To Adapt Are Directly Connected. And, One Without The Other Leaves You Handcuffed.
Consider this example: The sleek auto, really a sculpture on wheels, spins smoothly through the tight curves of a spectacularly scenic road. Below, surf crashes. Above, peaks soar. And in the car, the driver's face ignites in pride and pleasure at the sheer joy of being at the wheel of a machine that looks so grand and performs so well.
You’ve shown that video a thousand times, never failing to take pride in the Brigadier, your Brigadier: strikingly handsome, reliable, and comfortable, yet competitively priced. Happy Brigadier owners, including yourself, are many and loyal.
You’ve studied everything about the Brigadier, from its advanced independent suspension system to its state of the art stereo down to the last lug nut on its titanium alloy wheels.
Further, you, as a salesperson, take pains to looking reading every book on sales and gone to every skills building seminar, you are an able and experienced salesperson.
So why don’t you sell more cars?
The way you see it, with such a great product and let’s not be modest, now! - such talent and diligence, you ought to be able to sell to almost any serious prospect. But, in truth, you just don’t mesh with a number of prospective buyers. You sense it in your gut almost the second they walk in. There’s something about them – or is it something about you? – that sends out radar like pings that return this unspoken message: “Not a chance, bub. ”
Despite a good product and a strong presentation, you know these people will walk away and not return. They may vaguely suggest that the car is too expensive or not precisely the right color. Or they may say nothing at all.
But from your years in the business you know the real reason: You somehow didn’t connect with them, didn’t build that all important bond. You never quite got on their wavelength. As a result, they didn’t relate to you, aren’t about to relate to you, and probably wouldn’t accept an award-‐‑winning Brigadier from you if the car were free.
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About the author:
Dr. Tony Alessandra has a street-wise, college-smart perspective on business, having been raised in the housing projects of NYC to eventually realizing success as a graduate professor of marketing, entrepreneur, business author, and hall-of-fame keynote speaker. He earned a BBA from the University of Notre Dame, an MBA from the University of Connecticut and his PhD in marketing from Georgia State University.
In addition to being president of Assessment Business Center, a company that offers online, 360º assessments, Tony is also a founding partner in The Cyrano Group and Platinum Rule Group--companies which have successfully combined cutting-edge technology and proven psychology to give salespeople the ability to build and maintain positive relationships with hundreds of clients and prospects.