Windshield Wisdom #60 - 4 Reasons People Hate Being Sold To

 

Sales isn't a dirty word.  We covered that a few weeks ago in Windshield Wisdom #55 (She Said the "S" Word!).  

Yet like most of you, I hate it when the person who is supposedly here to "help" turns out to be...something else.

As a public courtesy, here's a short list of my absolute sales DO NOT's that will turn you into "something else" for your prospect faster than you can say "Prepayment Penalty".  

  1. Don't put words into your prospect's mouth.
  2. Don't change who you are because you have a goal to make.
  3. Don't assume what's important to you is important to them.
  4. Don't make the competition a bigger deal than they really are.  

Simply put, don't be THAT person...and that's what this week's Windshield Wisdom is all about.  

Three Big Takeaways

1.  Making assumptions about your customers and prospects almost always gets you into trouble.  If you don't know the answer to an important question...ask.  

2.  Your prospects are choosing a solution for THEIR reasons, not yours.  If your offer doesn't demonstrate how it can make their lives better in a way that is meaningful to THEM, then you've probably just wasted everyone's time.  

3.  In today's world, having a skill set that allows you to do your best for your customers, while still staying to true to who you are, matters.  A lot. 

Matt Middendorp is a nationally acclaimed speaker and sales coach with over 20 years of experience turning connections into customers and advocates. In 2013, Matt founded Sales Math, and debuted his “Formula for Success” sales training system to bankers across the country. From the beginning, Matt’s clients have experienced learning that is fun, meaningful, and makes a difference in the real world. Today, Matt’s core philosophies of “Learn Together, Do Together, Grow Together” are taught through in-person coaching, online as part of the Cool Bankers Academy, and by his leadership of the Cool Bankers Club Facebook Group. His clients are making their goals faster and easier based on the confidence and skills gained from learning a sales process tailored to ensure they aren’t “just another banker” in the communities they serve. 

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