The other day I ran into my old nemesis, Mr. Scuzzy McSalesface.
This time he was raising money for charity.
He stops me in the street and he goes:
“Hey, listen, I’m with the Red Cross and we’re raising money for the victims of the volcano eruption in La Palma”.
I apologised for interrupting him and said:
“Okay, sorry, but with me, you’re not going to get a donation today. You’re better off talking to somebody else”.
And then he goes: “Why not?”
Now, that’s not just passive-aggressive: that’s shaming and guilting, and it’s obviously wrong.
So, I decided to repay him in kind and said:
“What do you mean, why not???”
“Well I’m with the Red Cross and we need money to help the people and and and…!”
Me: “Sure, but why would I have to explain myself to you?”
Again he starts giving me the sales pitch (which is all it really is).
So I tell him he’s doing good work, I wish him luck, and he’s wasting his time with me, because it’s a no.
Next, he starts into an angry rant, that ended with him saying
“Well if you don’t want to help!” and him not saying “F* you!” – but I could tell it’s what he was thinking.
Here’s the deal:
Of course, a charity needs people with persuasive skills to raise money.
But, to do so they hire super-low level salespeople, give them a two-day training on bullying, shaming, intimidating, and guilting, and send them out on the street.
Sad, but that’s the way of the world.
Why does this matter?
Because when you try and sell your coaching and consulting, and you’re doing it in a respectful way without any of those sleazy tactics, you can still inadvertently cause reactance.
It’s all too easy to make a buyer feel foolish for not seeing the value of your work.
Or make them feel wrong for not doing what’s in their best interest.
Your attitude and the way you communicate determine whether or not a buyer is made to feel wrong.
And when that happens?
No sale.
So be careful in how you address objections, concerns, fears, doubts, or a no.
People have their reason for doing or not doing things.
As a seller, your job is to help them decide whether or not to do the ‘buy from you’ thing.
And if they don’t?
Then in their world, they’re right, and you’d better avoid making them wrong.
The 10-week Sales for Nice People training shows you how to make sure you don’t.
