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I took a deep breath and then explained that Unlock The Game' is the reverse of passive. Rather, it's an active attempt to create pressure-free conversations with prospects. However, to do that we must eliminate behaviors and language that prospects can perceive as 'aggressive.' We all know what these are -- continual e-mail and voicemail 'followups' in which salespeople try to pin down the status of a potential deal -- is one common example. The problem is that prospects react to aggressive, or perhaps we should say 'overaggressive' sales behaviors by withdrawing and evading us. We could say that Unlock The Game' actually takes the 'middle ground' between passive and aggressive by being authentically unassuming, yet effective - and that this is the most stress-free and effective way to sell. What do I mean? I mean that you have to shift away from assuming that every prospect is a fit for your solution. It's sort of like the legal concept of 'being innocent until proven guilty.' We can't afford to make any assumptions about 'fit' until our conversation with the prospect indicates that we've mutually arrived at that conclusion. The aggressiveness that turns off prospects sets in when you assume, every time you pick up the phone, that you have a solution for them. Yo Article: A few weeks ago I was onsite at a chum that had hired me to train their sales team on how to stop using traditional selling and start using the Unlock The Game™ sales approach. After one pedagogy session, one member of the sales team came up to me and said, 'Ari, your vestibule makes complete sense -- but I'm apologetic I'll lose sales if I stop physiological individual contentious and start being passive!' Whenever I hear a like that, I want to scream, as things go it means that the person just doesn't yet understand that removing pressure from the sales process doesn't mean one passive! But...I didn't scream. I took a deep dazzle and then explained that Unlock The Game™ is the reverse of passive. Rather, it's an business to create pressure-free conversations with prospects. However, to do that we must eliminate behaviors and language that prospects can perceive as 'aggressive.' We all know what these are -- continual e-mail and voicemail 'followups' in which salespeople try to pin down the status of a potential deal -- is one low-test example. The problem is that prospects react to aggressive, or perhaps we should say 'overaggressive' sales behaviors by withdrawing and evading us. We could say that Unlock The Game™ really-truly takes the 'middle ground' between passive and smacking by someone unassuming, yet effective - and that this is the most stress-free and effective way to sell. What do I mean? I mean that you have to shift away from assuming that every prospect is a fit for your solution. It's sort of like the legal concept of 'being innocent until proven guilty.' We can't let have to make any assumptions within hearing 'fit' until our conversation with the prospect indicates that we've mutually arrived at that conclusion. The hostility that turns off prospects sets in when you assume, every time you pick up the phone, that you have a solution for them. Your tone of voice and language gives them that message long before they've even had a spell to approve of that they have a problem you might be able to help them solve. But if you can manage to find that middle ground of not assuming anything while also speech in a low-key, unassuming manner, you'll discover a whole new effectiveness you could never have imagined. Can prospects sense when you're presumptuous too much? Sure they can -- seeing that most of us have been conditioned to present or talk randomly our solution as a way to engage prospects so they'll reveal their problems to us. But that logic is completely flawed, being as how when you launch into your solution to someone who doesn't trust you yet, all you do is let have them to pigeonhole you as a stereotyped 'salesperson.' So how do you make this concept of life unassuming but effective a reality? First, learn to start conversations by focusing 100 percent on generating discussions somewhere about prospects' problems, rather than pitching your solution the second you hear an opening. Second, learn to start in those conversations by converting the benefits of your solution into problems that your solution can solve. Third, out for you and your prospects have identified a problem or problems, you can then engage in a discussion in respect to whether fixing those problems is a priority. It's only at that point that prospects have finally given you implicit permission to share your solution with them. Jumping in with solutions prematurely will only land you back in the trap of single perceived as 'aggressive.'
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