Selling Out of Order
We’ve all seen the type. The kind that opens or approaches so hard that you can sense their nervous energy and desperation to make a sale. Usually, they get shot down. But when a prospect gives them the time of day, they get so excited about a potential deal that they make all sorts of concessions. Long term profitability suffers as a result.
Aggressive Early, Passive Late – probably the wrong way to optimize sales.
Someone with value to give to a potential customer opens straightforwardly but gently. Qualifying the prospect correctly is more important at this stage than making a sale, any sale. If the product or service isn’t right for the prospect, then no big deal – walk away. When and if a fit becomes apparent, the superstar salesperson turns up the pressure and pushes for a sale that will make the customer’s life better.
Passive Early, Aggressive Late – usually the right sequence to optimize sales long term. So PEAL away.
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Nice post. Here are my two cents:
It’s always important for the salesperson to get a sense of what the customer’s needs are. Don’t sell a product because you want to make a sale. Sell a product the customer can benefit from. That way no matter what the item is, how much or little revenue the item brings in, you’ve built a lasting connection with the customer. Truly understanding the needs of the customer and finding something that will benefit him/her creates a connection or personal relationship between the customer and the product, AND the customer and you. From there the customer will come back, potentially buy more from you, and/or recommend others to you.
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