You’ve already heard the cliche’: People love to buy, but they hate being sold. It’s true.
One thing that exacerbates the problem of an already distrustful relationship between a buyer and a seller is the fact that many salespeople use step-by-step systems for selling. While such systems can help the salesperson, up to a point, they don’t help the buyer much. That’s why, most buyers see a system being used by the salesperson with a sense of trepidation and distrust.
I should know! Not only did I use a system for selling for more than 15 years, but I also taught one for five years. One that was designed, from the ground-up, to eliminate such mistrust between the buyer and the seller.
"The real problem with using a system in selling is that it views the buyer as a mechanistic entity that is predictable and controllable."
The real problem with using a system in selling is that it views the buyer as a mechanistic entity that is predictable and controllable. If you have been in the selling field for a while, you will agree that nothing could be further from truth. Human beings are a dynamic entity that is hard to predict and control. That’s why, it’s only a matter of time before the system that sounded so great on paper falls apart in the real world.
What’s needed instead is an “Un-system” that allows the salesperson to be in the moment while selling and responding appropriately to what the buyer does. This does not mean that you forget or unlearn what you already know about selling and selling systems. It simply means that you begin to graduate to a more advanced level of selling where you are not trapped into a system you know but transcend it and allow yourself to do what needs to be done in the moment of selling that’s best for both parties.
Bhavesh’s passion is to study and experiment with cutting-edge ideas and models in human effectiveness and their effects on business organizations, institutions and the whole world.