I am not a salesman, but am interested in learning more about the fact that we procrastinate in decision making. Perhaps this will apply to other types of decision making in addition to that of making a purchase.
I agree Roy, it will be interesting to see how the fact that we procrastinate is developed and whether it applies to other areas of our lives. I am also interested in seeing how you can sell "Hardball" without being obnoxious.
Brings to mind used car sales people and the guys you see at Circuit City working on commission.
I sure hope it is more than just these type of sales assoc's archiac, counter-productive techniques to follow in this week's installment.
To me high pressure connotes a lot of negativism, manipulative behaviour and catching the other person off guard. Is it that the type of selling described here is just one facet of the process? There are also supportive behaviours, assuming a consultative role and problem solving approach which a sales guy can take.
While reading todays installment on Hard Ball Selling, I had a salesman call me regarding something I was interested in. I said to him, "I am going on vacation next week, so let me think about it later". He said, "Why don't you make an appointment with me now and you'll have something to think about on your vacation!" He was persistent and I was procrastinating. It didn't feel high pressure at all.
I realize business books aren't lauded for their writing style, but today's installment was nearly unreadable for me. Has the writer never been told to vary the length of his sentences? He also writes STATEMENTS, which subtly underscore his point. I can see that this is one no-nonsense guy.
I don't know -- the message seems interesting, but the author is getting in the way for me a little. Anyone else get the same feeling?
I like this book. My husband is a car salesman so I will probably buy this one for him but I will also read it as I find myself in a "selling" situation often. Usually I am selling a new program or policy or some improvement to one of these - I never try to sell anything that is not (in my opinion) in the best interests of the individual, department, and company; however, it's not always easy to get buy in to change. I hope I can gain some extra insight from this book.
I don't get it. The author states that "When a salesperson shies away from exerting high pressure out of fear of creating animosity, no matter how unintentional, the prospect suffers. Under these circumstances, lacking the skills to close a sale is unprofessional and clearly detrimental to the buyer."
If the product or service is of obvious benefit to the client, there will be no client procrastination. So pressure MUST, by defintion, only be neccessary when the buyer hasn't seen the obvious benefit. And high-pressure isn't the answer in these circumstances - but it might be the tact taken by a less professional salesperson.
Your book is good reading.
I sell but at the same time I spend Quality Time Researching my prospect as well as my approach methodology.
Get to know your prospect and half your battle is won.
The author here is, from his tone, one who must get his way come what may. In today,s world most governments have legislation to protect consumers with the likes of a "cooling off period" during which he can return a purchase for a refund or abrogate a contract. With such a scenario giving a prospect time to think it over is surely a magnanimous gesture. This very action will lead very positive reactions.