We Don't Do "Hiding" and "Hoping" Around Here...

Michael Dunlevy

24d • General Discussion

𝗧𝗵𝗲𝗿𝗲 𝗶𝘀 𝗼𝗳𝘁𝗲𝗻 𝘄𝗮𝘆 𝘁𝗼𝗼 𝗺𝘂𝗰𝗵 "𝗵𝗶𝗱𝗶𝗻𝗴" 𝗮𝗻𝗱 𝘁𝗵𝗲𝗻 "𝗵𝗼𝗽𝗲" 𝗶𝗻 𝘀𝗮𝗹𝗲𝘀 𝗶𝗻𝘁𝗲𝗿𝗮𝗰𝘁𝗶𝗼𝗻𝘀.

By design too.

"Hiding" of things like:

- that this is even a sales call / interaction for starters (hello "evaluation / "strategy session" / "XYZ" call etc)

and from this all the below stem:

- that we are even salespeople

- that we will structure this questions-based style (over just unloading free info onto them) and that those question we will dig for pain / twist the knife there as appropriate

- that there will be a discussion about making real change

- that we will ask for decisions and then action - ideally buying our stuff! - on this call

- that we won't roll over and just "accept" any excuses or push back they may throw our way (especially when they're trying not to decide or act on buying our stuff and now)

*** we also hide the price point to the end with this approach too until after they've "seen the value"!

All of this then leads to "hope":

- I hope they don't know / think - pre call - that this is a sales call or notice too much when it becomes one

- I hope they are at a stage in their journey where they are ready, willing and able to discuss solutions to said problems

- I hope they're in a position where they can and are willing to decide now and on this call

- I hope they have the resources and willingness to actually invest in our help at the price point we require

Doesn't all the above just feel ineffective and weak?

Ineffective and weak as it's dishonest and misleading (and we wonder why we as salespeople are not trusted!).

Ineffective and weak as it shows a fear - from our end - to be honest and upfront with them (and ourselves).

Ineffective and weak as it assumes the prospect is not - or can't already be - problem aware / solution ready when there are always many out there in that state (or close to that) and that is who we should be targeting.

Ineffective and weak as it plays defense over offence (defense being "I hope they don't notice or mind when I push my sales-related agenda" vs offence being "you have the problem, we may the solution and our help isn't for free so let's explore your situation and our potential help openly and see where we land!).

And finally, Ineffective and weak as it assumes the prospect can't see what we're really doing here - trying to sell to them - and then won't notice or care that we didn't disclose that to them upfront..

I've never had more success in sales than doing the opposite to the above.

Being honest, upfront and unapologetic about what this is.

Not hiding that it is a "should-we-do-something together - and now - or should-we-not call" (aka - a "sales call" but not one where I am "here to sell to them" but one where "they may ask for our help and we may accept that if we're confident it's the right play").

Positioning it as "them problem / us potential solution so if you're at that stage of your journey then great, let's explore it and if we align from that then fantastic, let's get to work - and now - and if not, no problem, let's part as friends or reconnect another time"....

Prospects come pre-conditioned and then the call aligns with expectations set.

There is no disconnect.

They qualify me and I - just as much or if not more - qualify them and we may say "no" to each other.

Or we may say "yes"...

As such it flows.

Which is not the case - that connection and flow + qualifying both ways - when it's positioned as a "free strategy session" (where they think it'll be a big customer service info and general help based call) and it becomes a sales call after 3 or 13 minutes...

So here's to honest and being upfront!

Here's to trust and connection.

Here's to knowing (over "hoping").

Here's to qualifying them as much as they qualify us.

Here's to disclosing big important things (like our price points and what we require to work with someone) early, unapologetically and on our terms yet also in a collaborative manner that appeals to their self interest too.

Here's to having real interactions and conversations.

And here's to all the positive outcomes - for me the sales guy and for them the prospect - from such exchanges!

1 comment