Persuasive Sales Versus Closes manipulative

On a recent appeal, a protégé of my students had posted in our forum that something shown once again one of the most important points of sale and that is the difference between sales convincing than the closing manipulative.

When I was about 19 or 20 years I owned a health club that I started from scratch. I was sitting at my desk one day with an old gentleman who had asked for an appointment. He wanted to come talk to me on radio advertising and I accepted because I thought it was an interesting idea with some opportunities. He started with the typical manipulative shtick, "If I could show you in 30 minutes of time as you can make lots of money and cut some of your costs would be interested in this, is not it?"

Ugh. E 'was already starting badly. Then he pulled out a big book and began to go page by page to tell me where the company started, who it was, et cetera. It 's been clear on content and heavy on images. It 's been a very slow process, where only 10 minutes had passed, it felt like hours.

Finally I said, "Stop it. I see the thickness of this book, and I see you already in progress for 10 minutes. I'm surprised that I let you talk for so long, but if we get through that whole book, not going to be here 30 minutes, you're going to be here for hours, and that simply will not happen. Can you summarize for me what you can do for me? yes or no? "

She mumbled and murmured: "I'm going to show you here again if you give me a chance to get there."

I said: "I'm not going to. This is the point. I'm not going to give you the opportunity, if you can not give me a yes or no."

He tried to argue: "Well, I asked you for 30 minutes."

I said, "I'm asking, can you summarize what you can do for me, yes or no?"

At this point, could not find anything and I had to ask him to leave. I was not trying to be a jerk. Initially, I really did want to hear if you had something that could benefit from, but if you could not get the value of his service, as it was going to benefit me, if I only had 30 second radio spots in which to get to the point on my activities.

There was no persuasion involved at all in his presentation. With belaboring me, not being able to draw something for me to hang my hat on, and without even bothering to try what my criteria was, was the epitome of manipulative sales.

In the vein of old-style, characteristics and nature of the benefits of selling, Zig Ziglar once said: "I know beyond a reasonable doubt. Regardless of what you are doing, if you pump long enough, hard enough and with enthusiastically enough, sooner or later the effort will reward you. "

With all due respect to Mr. Ziglar - things have changed quite a bit 'and people are very savvy to the difference between this belaboring, beatings, selling obsolete, not only are you going to go very far, you may be asked to hit the road .......