?> Recession = Change in Attitude = Change in Selling
Top of Mind Networks

Recession = Change in Attitude = Change in Selling

As I attended Easter services yesterday I couldn’t help but notice the standing room only seating arrangements- not a usual scene.  Sitting there I began thinking about the several changes in the tone and context of my selling conversations and what we’ve done to keep things growing.

1. Make Meaning – What is a selling relationship really all about?  It’s not all about cutting costs, increasing revenues or adding some non descript value to the account.  It’s about improving the lives of your clients in any way you can.  It’s about showing leadership and building community.  What are you fighting for in the lives of your clients?

2. Make it clear– In almost every conversation we’ve had in the last month- every prospect has asked us – How are You going to get paid?  Six months ago – no one asked. No matter what kind of freebies we’ve given, no matter what kind of demonstrable value we’ve added to the account, prospects who want to give us business want to know what’s in it for us.  If you haven’t already – make it clear and open.  In an environment like this- people want to know if you are unduly enriching yourself at the expense of others.

3. Make it real.  Perfectly scripted conversations aren’t real, there’s too many variables going on right now.  If you sound too smooth – people are increasingly resistant.  I want to know if there’s a real person on the other end of the line that I can build a short term or long term relationship with.  We’ve seen things evolve to a talking path model- identify starting and end points, list out possible encounter spots and clarify how you will engage at each point.

This is a great example of these three things in action.

Work hard and sell soft.

April 14, 2009 by · Leave a Comment

Related Posts

About Steve

As President of Rapport Sales Inc., Steve consults with mortgage professionals on best practices in the area of marketing, technology, and sales management. He lives in the San Fernando Valley with his wife Carol and four kids. A busy man indeed.

Comments

No Responses to “Recession = Change in Attitude = Change in Selling”
  1. Chris Brown says:

    I love this post Steve, well done. I recently had someone post on my wall on Facebook, a well-meaning tongue-and-cheek youtube clip that completely portrayed just the opposite of the image we hope to create in our marketplace. Many, also well-meaning, folks chimed in but i couldn’t just let it lie – i had to say something -make a stand – point out that, “this is not what i stand for”.

    Obviously, most made the same point after the fact – but we have simply got to keep perspective and be sincere in our desires to serve those that entrust us, do we not?

    [I hope this is coherent… still on first cup of coffee!]

    Chris the implementer

  2. Mark Green says:

    Smailes!!!! Welcome aboard my friend. Your perspective is very appreciated. Absolutely right… transparency is back in vogue. And I like that.

  3. Wonderfully succinct points, Steve.

    Love your third point and would like to add…that’s why vmailing is such a great medium for follow-up communication with clients…there’s not too many of us who come off perfectly coiffed or silver-tongued when faced with a webcam and I really think that’s a good thing. It makes it a great tool for real transparency when connecting with our customers.

    Looking forward to your future posts. Welcome! Your friend-Victoria

Leave a Comment