How do you think your prospects would react if you explained to them that you faithfully practiced, “Manipulation Selling!”? Or that you’d done a week-long seminar in “Top-Tier Prospect Scamming!”
Of course whatever system you may be using has a much nicer name (which, for fear of lawsuits I will not guess at!) But think about the underlying principles of that system. The truth of the matter is, almost every sales system provides techniques for manipulating, scamming, or otherwise taking advantage of our prospects. It’s one of the main reasons that so many people say, “Oh I could never be in sales,” (even though they probably are in sales without knowing it.)
But what if instead of practicing techniques to force or maneuver our clients into compliance, we committed ourselves to helping them achieve their personal goals? What if we listened – really listened – to what they were telling us, and tried to imagine how they felt? And what if we used each sale as an opportunity to produce a performance of elegance and subtlety?
Suddenly “being in sales” doesn’t seem so bad, does it?
Activated Selling™ is based on the premise that honesty is always your best course of action, and that manipulation (like, “man-handling” and “mangling”) will eventually come back and bite you in the butt.