by Tim Roberts
Begging is when you ask for something needed or wanted in a very serious or emotional way. We know beggars in the selling business. They don't know that we know they are beggars and to be fair, they're not aware of this condition. In professional selling begging renders otherwise capable people vulnerable to the negotiation tactics of the buyer.
We realize that you would never place yourself in the category of beggar. Got that, happy for you. However, allow us to show you a few typical begging lines that are deployed by the uninformed amateur salesperson:
- “I was hoping that we could schedule some time together to show you what we do.”
- “Do you have 10 or 15 minutes next week?”
- “Can we get together?”
- “Can I buy you lunch?”
- “I was hoping you’d return my call.”
- “Please, Bob, I haven’t heard back from you. Can you give me a call at your earliest convenience?”
- “I’d really like to learn more about your company.”
Each phrase is actually a form of begging yet we can still imagine your challenges. So before the hollering begins consider how the buyer hears your pleas for attention. What they hear is you hoping, needing and pleading. They appreciate salespeople but simply don’t feel like they need you as much as you need them.
The begging button is hidden because most folks are not aware of their approach. We know your passion to serve and provide is strong and we respect that. But you’re calling on buyers who believe – rigidly - that all salespeople are desperate. All. Desperate. Your sense of urgency is rarely shared by them. Remember, you are but one of 400 momentous events in their daily business lives.
We beg, too. But the only thing we beg for is our “no.” We’re in the business of enabling other people to make a decision, yes or no and the word “no” is not our fear. The fact is we generally know it’s a “no” before the buyer does. We often have to push hard for no simply because we know people don’t like to hurt other people, or that they want to keep us around to keep their current service provider honest – and we’re their leverage. No way, not us. “No” is a complete sentence.
Best-of-class sales performers never beg for anything. They never have to “make the ask.”
At Sandler Training, Trustpointe, we help our clients read the situation. To learn more about hidden buttons, decision enablement and rigid buyer beliefs, contact Tim Roberts at 317-845-0041 or tim.roberts@sandler.com.
“Really?” Did you say you’d really like to learn more about my company?” Oh, well that’s different.
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