💡 Today’s Slattery Sales tip: There are two sales happening on every sales call, not one.
👉 Whenever buyer and seller meet, there are two sales happening concurrently, not one.
The seller is trying to convince the prospect that their unique differentiators have value.
The prospect, meanwhile, is trying to convince the seller that what they have is simply a commodity.
Your prospects are often effectively commissioned sellers. That is, they get paid on the juice they squeeze out of your transaction.
They are trained, and they are good. They know most salespeople have a high need to be liked, and how to tap into that with sighs of disapproval when prices revealed. They know exactly when salespeople are feeling the quarter-end squeeze, and that that’s the best time to ask for discounts.
Don’t underestimate the training your prospects have undergone to protect themselves against and squeeze concessions out of salespeople.
By the end of each sales meeting, one party will have advanced their sale one step further.
Don’t make the mistake of assuming you’re the only seller in the room.
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