SLH SALES SYSTEM SALES TRAINING MORSEL #30

GETTING TO

“I’M NOT INTERESTED”

DAVID RUBINSTEIN

EDITED BY

JIM OLSON

When is being told by a Buyer “I’m not interested” a good thing? When is being told by a Buyer “there is no chance of a sale” a good thing? Almost every time!

Most every potential client appropriately asks me “what can be gained through your Training?” “What kind of results can be expected?” And, “what guarantees are extended?” No honest Sales Trainer can guarantee results. There are too many variables – the economy, the product, marketing support, the type of territory and, of course, the quality and experience of the Seller.

So, I changed my focus and have taken a different approach. I deal exclusively with the sales process. Ultimately, that’s all we really control. We have all learned that “practice makes perfect,” but that’s not always accurate. If we practice what is wrong, we get really good at doing the wrong thing. The accurate adage is “perfect practice makes perfect.” By focusing on what should be done and grooving it, the results are more likely to be favorable. We cannot expect to get business from every call we make. By thinking this way we are tempted to do silly things – like cutting margin or making promises that cannot be kept.

When making a sales call my initial goal is not to make a sale. I try to get to “I’m not interested” as quickly as possible. Remember that either the Buyer or the Seller can come to this conclusion. If I never get there, then I am in the right place. When things are not developing the way I want, I ask the Buyer whether it makes sense to continue to pursue the sale or whether I should move on. I always want to be told the truth. Why waste time on something that won’t happen? Over the years I realized that one of the most difficult things for a Seller to do is to “let go.” Hoping that a deal will come to fruition is often a waste of time. Sometimes it’s better to move to the next prospect.

As that great Seller, Vito Corleone once said, “not getting a sale isn’t personal, it’s business.” And, we should heed that advice! The right to exit the sales process should be a considered a gift from the Buyer.

What do you think?

Good Selling!

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