Over the years the salesman has developed a stereo typical view from the general public. Almost as if they are not human, but instead, machines, machines that are programmed by a head salesman if you like, similar to an evil army being reeled off a conveyor belt like in the horror movies we have all seen. It is as if they have all been mass produced, and built to say the same things, whether they are selling a car, life insurance or even a cup of coffee.
The salesperson is dead, killed off by weak salespeople pitching in the same way, year after year. The general public is right, salesmen are all created in the same way, we are all salespeople, we were born with sales ability in us, and we simply just don’t realise this. Instead we try to analyse why people said no, or why the customer had to think about it, and we develop insanely complicated ways of doing a simple thing like asking for the order. We were born with this skill already, its part of survival. Think back to when you were just a small child, it’s a hot day and you are at the park with your parents. You spot the ice cream stand and the desire is created, you see all the other children eating ice creams and the keeping with the Jones syndrome kicks in, you now not only want the ice cream but you need it. “Mom, can I have an ice cream”, we all know the answer right… “No!” you know that you already had sweets but you don’t care, the desire now outweighs any reasoning. You need that ice cream, you ask the question with the same rejection seven or eight more times until “Yes, go on then”, boom!….The sale is made! Now this is called asking for the order. This shows one thing, we are all natural born sales people, but as we get further into life, society, family and friends groom this quality out of us not realizing that is essential for survival, it is a human instinct we are born with. A bit like wild animals in captivity, they eventually lose their ability to hunt and when sent back out into the wild they starve and die or get killed by larger animals. Think back to your university or high school days, you see a girl or a guy that you really like, you have the opportunity plenty of times to speak to them, but do you ask for the order?.. No, somewhere between being a small child and a spotty teenager you have developed the fear of rejection. This guy or girl is waiting for you to ask but because you didn’t, the opportunity is lost forever, swept up by the competition. We have allowed this to happen because all we get told growing up is, “No you can’t”, “Don’t touch that”, “Don’t set your sights too high”, “They are out of your league”, “Get a steady income”……….. The list can go on and on and I am sure you can all add to it. You need to allow yourself to be re born, think back to when you were a child, a ruthless, relentless, fearless selling and closing machine! Implement this into your working life now and watch your income grow!
David Pariera- Sales Expert and Author (Company director of Utopia Sales Training Ltd)