The Perception of a Difference

Wes Zimmerman . Wes Zimmerman

Succeeding Without Rushing, Pushing, Shoving

Chapter 9 – Succeeding Without Rushing, Pushing, Shoving
Use the gift of slowness. Objective questions arise from an incomplete two-way education process. Practice this yourself as a buyer and see the reaction of the sales person the next time you are making a purchase decision. Do your best to regain control of the selling presentation by raising a question/objection, and you find the seller treating this exclusively as an objection, and the seller proceeds to overcome the objection. This is done by reframing what you said and then changing the mantra so as to regain control of the situation.

In a non-manipulative sales discussion there are no “objections.”

Opening the door to the key person’s mind is the most difficult part of a sales situation, and it is especially true when the product or service you are selling impacts the lives of many people in the key person’s organization or family.

The prospect may ask “Why should I give you an hour of my time?” Learn the response. You will gain at least one new insight that will help your company, you will get one fact that will help your sales, and you will learn something useful about yourself.

Succeeding Without Rushing, Pushing, or Shoving: Prospects ask questions for a reason. Time and time again, when a prospect asks a question, sales people either begin to answer before the question is finished, or they begin to answer the question the instant the questioning has ended.

In The Perception of A Difference, you will learn to think by evaluating you do in your own daily life and that translates into your professional lives, so sales and marketing are no more complex that what to do this coming weekend.

Best of all this is not manipulative selling. This is selling that helps other people get what they want, and what they need leads to customer satisfaction and customer referrals.

How many books on sales have been written about scheduling an appointment? Thousands. It all comes down two simple, accurate, and honest answers that take up two lines and it’s only in The Perception of a Difference.

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

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