Why you need tension in your sales process
You don't always have to be polite in sales. In fact, you can loose deals by being too agreeable with your buyers and or clients. Social conditioning can hurts and help salespeople. By being "too nice" you can be walked all over. Be acting like a jerk you can go too far. There is a sweet spot when you have tension with your potential client or client. Tension can actually help keep attention in the sales process.
Rapport can actually hurt sales
You may be trying too hard with rapport and losing deals because of it. Being too nice without pushing back can prove that you will not stand up for the buyer or the client when they need it. You could be trying too hard and it can come across as desperate.
Sales actions can feel like flirting
Social interactions like flirting rely on good and bad tension. The conversation, the timing, and your responses can feel like fun with a twist. You can take a look at these 4 books as a way to gain insights into adding pressure and tension into your sales process:
You can always go to a bar and watch the tension between people picking up on each other as a way to model your process. The best way to do this to make sure you are sober. Grab a glass of seltzer water or even a cranberry juice and discover how flirting and tension can help your sales.
You can watch movies to model tension
Look at any good movie with 2 people who don't get along in the beginning. Bad Boys with Will Smith and Martin Lawrence is the perfect example. The Avengers Movies are about tension as well. Take some time and learn as much as you can about tension and resolution. You will find that tension keeps the appointment interesting and your buyer engaged.
Rapport can feel manipulative
If you use a ton of rapport in sales it can make the buyer resent you and cause them to not feel like you are genuine. Your buyers can feel like you are taking advantage of them emotionally. There is a natural amount of tension in all relationships. Rapport plus good tension can allow you to say what needs to be addressed. Being too nice can be seen as supplicant behavior.
When you look at this combination of actions you can actually lose deals.
The problem with sales trainers
Some sales trainers and gooroos will say to always get agreement. When you always agree with a buyer you can be seen as spineless. Disagreement can be as powerful as a well-placed "no" in your interactions. Its ok if the buyer doesn’t like you in the beginning, the middle or the end. You can still close a deal without the “Likability” factor. It just takes more work.
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HTSS28 - Focus in sales is your secret weapon for closing deals - Scott Sylvan Bell
HTSS27 - Sell me this pen answer and problems created - Scott Sylvan Bell
HTSS26 - The power of no in business and sales - Scott Sylvan Bell
HTSS25 - Never hire another bad salesperson again - Scott Sylvan Bell
HTSS24 - No Rain No Rainbow How this Hawaiian Proverb can help you out - Scott Sylvan Bell
HTSS23 - Sales training without accountability and consequences is worthless - Scott Sylvan Bell
HTSS22 - Adversity in life examples the 7 moves of discouragement - Scott Sylvan Bell
HTSS21 - Know when its time to leave a sales job - Scott Sylvan Bell
HTSS20 - What is free fall and how does it lead to failure in sales - Scott Sylvan Bell
HTSS19 - The Squeeze and how to diagnose sales struggles - Scott Sylvan Bell
HTSS18 - Controlling emotions in sales presentations - Scott Sylvan Bell
HTSS17 - Learn how to deal with difficult buyers in sales presentations - Scott Sylvan Bell
HTSS16 - The 3 main reasons why salespeople fail in sales presentations - Scott Sylvan Bell
HTSS15 - Is 2020 the year of sales referral marketing - Scott Sylvan Bell
HTSS14 - Lead generation for sales reps can lead to a fortune in sales - Scott Sylvan Bell
HTSS13 - Loneliness in sales is a real problem - Scott Sylvan Bell
HTSS12 - The power of encouragement a tribute to Dale L Bell
HTSS11 - How to use trade and barter to sell more and get referrals - Joe Lopez
HTSS10 - How to write a resume that stands out and will get your hired faster Mike McRitchie & Scott Sylvan Bell
HTSS09 - How to sell to the affluent luxury goods and services Kris McAulay & Scott Sylvan Bell
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