As The World Turns… Part II


Okay, so the questions continue to come, proving that as the world changes… some things change little.

“What do you say when someone asks what you do?” “How do you approach someone when cold-calling?” “What is the best way to handle price objections?” “What techniques move the prospect thru the funnel?”

Techniques, techniques… techniques.

As I said in an earlier article, I’m not a big fan of many of the sales techniques touted in book after book and seminar after seminar by consultant after consultant.

Remember, a consultant’s job is to convince you that they know more about what’s going on in your business or industry than you do. And in most cases, their success hinges on their ability to sell you on something that you didn’t need until they arrived.

The main “technique” they use to accomplish this is fear… the fear that you are missing out on “must have” information that will otherwise be jumped on by your competition. It is their technique to move you through their own sales funnel.

For months, I have purposely put off writing about sales techniques for three reasons:

1) Because a Google Search on “sales techniques” turns up 26,000,000 results… do we really need 26,000,001?

2) While many techniques sound good on paper or in the seminar, your prospects are real people… not textbook examples.

3) Your customers have experienced all the “techniques” and don’t like most of them any more than you do.


What is that… you say? You still want some sales techniques anyway?

Okay… but only since you asked. I am going to suggest that you take the morning off, and come back after lunch ready to start your career over again. At that time, I’d like you to drop the posturing… put away the masks and the pretense… forget the maneuvering and the exaggeration… and dump the rhetoric.

From now on, here is the only technique you will need… I want you to focus completely on building relationships… I want you to get “real”.

Real? Yes, real.

As in real honest… about the strengths, and weaknesses, of your company’s offering.

Real focused… on identifying and servicing only your ideal customers.

Real determined… to deliver on every one of your promises, in business and in life.

Real specific… about the needs of your customers, your company, your team, and your family.

Real dedicated… to serving others with your time, talent, experience, and wisdom.

Real committed… to personal and professional growth and continual improvement.

Real consistent and stable… in your attitude and actions.

Real positive and encouraging… in all of your relationships.

Real interested… in listening more and talking less.

Real willing… to give credit, and accept blame.

Real passionate… about making today matter.

Real motivated… to build a legacy, a reputation, and a life of excellence and significance.


“Gee, I don’t know Steve… that all seems like “real” hard work. Can’t we just go back to throwing lots of mud on the wall, and boxing them in with hard and soft closing techniques?”

Sure you can, but why follow the competition?


I look forward to speaking with you.


Photo Credit: