Wednesday, April 13, 2011
Why Sell So Hard?
Why do we sell our “stuff” so hard? Go ahead, laugh, but I’m serious. Is the sun exploding tomorrow? Will zombies not need your stuff? Why?
I know it varies by industry, some of us sell commodities, and some of us don’t. Let me tell you, everything is a commodity. There are more than 3 companies that will sell you a trip to space. If you are a space vacation salesperson, who thought you would have to take coupons?
So the reality is people want our stuff. They tell us they want it, and the first thing we do is start pushing the close. What is it going to take to get you into this widget today!?! Do we think if we don’t somehow trick them into signing today they will realize what frauds we are and run away?
I don’t know about you, but I buy stuff when I’m ready. I’ve seen what I needed to, I’ve done research, I was hungry. I have yet to have a waitress stick me with a high ticket meal because the deal was only valid for today and I caved under the pressure.
So take a look at your pipeline. Feeling a little thin? How many deals did you close in the last week of last month with a discount that would be closing this week at full price? How smart do you feel now?