A
newsletter article by
Steve Martinez
Where the Selling Process is working
Dumb Salesman Reveals Gate Keepers Secret
By Steve Martinez
You
wouldn’t think a dumb salesperson could get anywhere. Nothing could be
further from the truth. Acting dumb on cold calls is one of the smartest
sales strategies for breaking down the gate keepers information
storehouse.
Gatekeepers usually recognize salespeople when they walk in the door or say their first words on the telephone. It is like wearing a giant sign that identifies salespeople. The gate keepers defenses go up and most salespeople don’t get the information they want. Occasionally, some salespeople will get through and they might get limited information. But overall, the sales strategy doesn’t work with experienced gate keepers.
Some of us walk in the door and identify ourselves immediately as salespeople. Why? This is the sales strategy for people who like rejection. If you have done this, you know what I’m talking about. In many cases the gate keeper shifts in their seat as the protection instinct is turned on and they mentally prepare the lies they will tell us as they get rid of us with poor information they are told to give salespeople.
Be Smart, Act Dumb and Get Information
When I make cold calls, I rarely introduce myself and always begin with a question. Besides, I’m there to get information to reach my next step in the sales process. In my sales process, information is the only goal I have. If the gate keeper thinks I’m a salesperson, they won’t give me the right information. Starting with a question changes everything. The gate keeper doesn’t recognize me as a salesperson. I quickly discover what I need to know and move to the next step of my sales process. Everyone is happy and rejection never enters the picture.
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