The Perception of a Difference

Wes Zimmerman . Wes Zimmerman

Gardeners and Those That Garden and Pursue

Chapter 10 – Gardeners and Those That Garden and Pursue
Whether pursuing or gardening; the process is education. The difference is how you, the seller, and I, the buyer, first come into contact and how long it takes.

If you are a gardener salesperson you will see yourself in more than one of the illustrated stories. If you are a pursuer with the perception that pursuers are superior to gardeners, you will see everything you do, illustrated by gardeners who cannot regulate their opportunities by planning their time and making appointments. They must make their sales without being perceived as manipulative. It’s a different, maybe tougher situation. Think about it...

Inside sales and outside sales are identical as both require the same education process before the sale is complete.

Whether you come to me at my place of business or I come to your store, you must assume I am going to buy what you sell from someone if it fits my needs, as I perceive them. To earn (not win) my order, you need to learn what I perceive my needs to be in terms of end results and then teach me what I need to know so that I can decide for myself, what will best produce those results.

Look at the items in italics... what do they tell you?

Gardeners And Those That Garden And Pursue:
To earn the order you need to learn what I perceive my needs to be in terms of end results and then teach me what I need to know so that I can decide for myself what will produce those results.

Ask the prospect what do they like about the products or service they have and in the process, you move them from negative to positive thinking.

"You cannot use a shotgun, boilerplace, or manipulative pitch, without running the risk that I will buy from someone else or have buyer's remorse if I buy from you. You must get personal and specific information from me, to teach me what I need to know. I won't give you that until I like and trust you."
-- Wes Zimmerman

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ISBN 0-9760307-0-5 - Hard Cover, 305 Pages

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