I find it ironic how most sales people put on their sales hat and forget what it is like to be a buyer. It’s as if wearing their sales hat gives them special powers to forget what they themselves object to when they are being sold to. Ask a sales person if they enjoy getting that cold call during dinner or receiving the 150 emails from people trying to get their attention and they will respond with a resounding, “No way”. Yet, they spend their days involved in cold calling, e-mail blasting and other annoying selling behaviors.

Even with these techniques decreasing in effectiveness, it still doesn’t occur to a lot of today’s sellers that there must be a better way. This is the way it has always has be done so it must be correct. Sales people are forgetting that buyers have changed and how they get and want their information has changed. They are determined to keep following sales training techniques that were designed thirty years ago.

It is time for a wake-up call. Treat your prospects as you would want to be treated. No one likes to be contacted cold. Being interrupted by someone unknown to you, with unclear motives, is undesirable no matter what hat you have on. So, before you embark upon a selling technique that was designed before the invention of color TV, ask yourself, would I want to be treated this way? Sales people who are students of Selling in the Now broke this code and have moved to social selling with far greater success.

Author: Rich Lucia
www.RichLucia.com