“Garth: Salesman should be by in about three, four hours.
Hub: Whoop-de-do.” -from Secondhand Lions movie
Do people look forward to meeting you like this?
The movie, “Secondhand Lions” features two old Texans who don’t like – (read that HATE) salesmen. They shoot at them from their front porch with shotguns to drive them away. Hapless sales fools leave fast… and never return!
…except one. He comes back with a different approach. “I studied what you want and I think you will want this!” he declares. Behind his car he is towing a trailer with a skeet launcher. Something for them to shoot at.
He sold it to them.
He abandoned his traditional approach, studied what they actually wanted and came back with it. Simple.
If people are shooing you away without allowing your presentation, maybe you should find out what THEY want instead of pushing what you want to sell them. Deliver it in a way they aren’t accustomed to and you will have a better chance of selling them.
Jim Mathis is an international speaking professional and best-selling author of the book, Reinvention Made Easy: Change Your Strategy, Change Your Results. He provides a monthly free professional development newsletter. To receive provocative articles like this each month, simply send a SUBSCRIBE message to Subscribe@jimmathis.com. You may read and reprint the articles for free each month – we encourage it!