Stop Selling - Start Asking...

OK, so not ALL Sales People suck...

But there is a type, a style of selling that generally puts people off and tarnishes the reputation of all of us who are, to at least some degree, in Sales...

Here's what I mean...

In Metz, the city about 40 minutes to the southwest of us, over the weekend there was a Home Decoration and Renovation Expo - and as you may know, we are about halfway through renovating our French cottage - apparently, all cottages in France are French - and we have a few big jobs we need completing...

We need three big jobs doing...

1. The front facade needs replacing...
2. The roof needs renovating...
3. Block paving on the drive requires renovating...

So off we went, first up was the Facade company. Brilliant, easy conversation in somewhat broken technical French but really helpful and informative. It will cost around 10k to be confirmed after a site survey the design is gorgeous and we love it - we will be proceeding here...

Second, a roofing renovation company that specialises in the repair and resin coating of ceramic tiles rather than replacing them...

The manager of the company - I could tell he was the manager as he had the Rolex, Mont Blanc Pen, and fancy shoes - asked if we were German...

It's a fair question and I don't mind - but I said no - we are English...

Being invited onto the stand and ushered to a table, we sat down with a very bright and engaging young man...

A man that had a sales system and he wasn't scared to use it...

The conversation started...

Where do you like to go on holiday...?

Well, errr, we go to the South West or St Raphael usually...

So the cost of a new roof for your house will be around 35,000 Euro - he started writing notes on an A4 pad in upside down writing so we could see it...

Our roof renovation system will only cost 20,000 Euro so effectively when you work with us you are getting a free holiday thrown in - would you agree...

So you are already 15,000 Euro better off by working with us...

The conversation continued and he managed to cover the 20-year guarantee, certification, and all the different colours and finishes available...

He forgot to ask one simple question...

How can I help you achieve the perfect roof for your cottage...?

You see we know that before the tiles are replaced, some timber needs replacing, we want solar panels, and skylights installed to illuminate the barn interior...

His "Sales System" completely ignored what we wanted and focussed only on what they needed to sell that day at the exhibition...

We thanked him and said - of course...

We'll think about it...

Shook his hand and wandered off...

The Rolex adorned Manager shouted - Auf Wiedersehen as we walked away too...??

Where was the sale lost...?

In the script, the checklist approach, the upside-down writing clever attempt at a free holiday...

Remember...

Selling is about people, not scripts, emotional drives, not logical structures..

People love to buy but hate to be sold to.

David Holland MBA is a Business Coach based out of France with offices in the UK and Luxembourg...

He works with Business Owners, Executives, and their Teams enabling them to Be more Do more and Achieve more...

Married to Lynn since 1986 although they have been together since 1979, they have two boys, one grandson, two dogs, some chickens, rabbitts, and guinea pigs in the garden of their renovation cottage in the Moselle Valley.

To find out what it's like to work with David all you have to do is drop him a message and arrange a coffee ZOOM - there are no injections and it's really quite painless...

So drop me a note on my personal email and let's have a chat...

Email -?[email protected]