The Anti-Salesperson

Posted from Denver, Colorado--

Salespeople deserve their snarky reputation.

As a sales trainer, I've met a ton of salespeople.  The well-deserved stereotype is a talkative, overly optimistic person who breezes into a prospect's life expecting the prospect to drop everything to listen to an average presentation. 

Well, it's a new day, baby.  Allow me to introduce the anti-salesperson.   This refreshing reincarnation does things the opposite of most sellers.  The anti-salesperson doesn't say or do things that other sales people do.  For example, salespeople always ask, "How are you today?" even if they don't care about the answer. 

There are many differences between the traditional seller and the new, improved seller:

-- The new seller doesn't make a presentation because he is there to listen.  The new seller encourages the prospect to give a presentation explaining his challenges and problems. 

-- The new seller doesn't try to close the sale too quickly.

-- The new seller understands that the price is not as important as the solution and that prospects don't mind paying for value.  Wal-mart will never put Nordstrom out of business.

The new sales approach is that different.  I write more about this in my new FastLearnerAudio3 (FLA3) series on selling.   FLA3 comes with four one-hour CDs and four 30-page e-books.  The topics are:

• Selling More, More Often For More Money
• Networking Like a Pro
• 22 Sales Closes That Work
• Negotiation