Enterprise Nation

Author: Helen Cammack

Date: 20/08/2008

Comment: Whenever I'm a customer of salespeople, my heart always sinks when I see them bring out the sales material.

I had a meeting recently with a barter company who shall remain nameless, and the sales guy brought out this enormous black folder that must have been specially made as it wasn't a standard size, and insisted that we went through all the page so that I understood the service. Despite me telling him repeatedly that I already understood the service pretty well (my brother used to work for his company!), I had to endure a full explanation from A to Z.

So I'd definitely add my vote for the "naked" approach, even though I find it difficult to do myself.

I'm not a "natural" sales person. I find that however much I prepare beforehand, I still need a few little notes - a checklist - to remind me what to cover in case I get tongue-tied. Naked but with crutches? Hmm, that's a nice image.

Website: www.niggle.co.uk

Author: Alan Young

Date: 20/08/2008

Comment: Naked works for me!

Aaaand. I'm back in the room.

In my personal experience, saying that Jeffrey has missed the point is a bit like saying Gordon Brown hasn't quite achieved the popularity he would have hoped for. Jeffrey can quote as may reasons as he likes as to what makes a 'good' sales person, but he is missing the point as to what makes a good sale.

I could go on for days about the salesman / customer relationship (no, trust me, I could (I'm an accountant)) but it all boils down to the fact that we have become conditioned to react in a particular way to a 'sales' situation. I've cited this example before, but it's a classic scenario; it's almost closing time in town, you desperately need something that day, and you race into the nearest shop. A sales assistant approaches you and says; "Can I help you?" There could never be a time when we need more help than this, and what do we all say? "No thankyou. I'm just looking"

Helen is absolutely right there. As soon as the sales person gets out the big folder, or worse still, half a dozen versions of the product for me to 'test' my heart sinks too.

The point, I believe, that Jeffrey is missing is that 'preparing' doesn't always mean taking props, or even a script, in with you. It means having a sound knowledge and understanding of your products and services, and how to deliver them them in the best possible way for this individual prospect.

Taking in a brochure means we sell only using that brochure to guide us. We tell propspects everything that we, as a company, can do for them, most of which may not be relevant to them, but we say it anyway, because it's in the book.

Traditional sales people do nothing but talk.

Successful sales people mostly listen.

It's all about creating a raport, and breaking down the traditional salesperson / customer barriers. I suspect that the 'sales expert' referred to by Jeffrey may well be involved with Sandler Sales, as they advocate the naked method very strongly. In fact, they even take it one step further, suggesting that we go into meetings without even a pen and paper! The logic behind this is that, in asking the prospect to help us out, by supplying us with a pen and paper, we are breaking down the traditional barriers, and creating bonding and raport.

As a 'professional' advisor, I'm not sure I'm, personally, ready for that one, but it does seem to work surprisingly well for those who have tried it.

In conclusion, I have to say that I totally disagree with Jeffrey, as I feel it is actually insulting to any good sales person to suggest that they must have props in order to sell, and, secondly, I believe that an unstructured meeting both relaxes the prospect, and encourages them to talk about their needs, and their 'pain'.

I always use this method, and, of all the prospects I have physically been in a meeting with, in the last 3 years, I have never once failed to take them on as a client, so I must be doing something right.

I'll pack my soap box away now, and go and have a lie down!

Website: www.1staddition.co.uk

Author: Dee Blick

Date: 20/08/2008

Comment: I have broken from my holiday as I am having withdrawal symptoms from enterprise nation.com! I am definitely a naked marketer as apart from my website and my business cards, the only thing that I would take into a prospective client meeting would be my portfolio of work and even then, I would not bring it out unless it was appropriate to do so.

I agree with Alan. It's all about building relationships and rapport and inspiring confidence in the person that you really can help them or being honest if you can't. I think that the role of brochures, newsletters etc are vital in establishing communication links and maybe in leaving something behind. If I was meeting with somebody who whipped out a big black presentation folder and proceeded to bore me to death with it, I would draw the meeting to a timely close as I do not like those old-fashioned pupil and teacher type presentations. Leave a calling message that may also be useful for other people not present at the meeting to look at but have faith that if you're passionate and know your stuff, you really are the best tool in your marketing tool kit!

Back to holidays now!

Kind regards
Dee


Dee Blick MCIM
Chartered Marketer
The Marketing Gym
T: 07845 439332
www.themarketinggym.org .

Website: www.themarketinggym.org