Why Robin Williams Would Make A Lousy Sales Professional
There are two highly overrated myths about sales. Unfortunately, most sales professionals operate as if they are both true.
Myth #1, First Impressions Will Make Or Break A Prospect
Recent research is showing that first impressions in sales are not nearly as sacred as we once thought. We can screw up that first 30 seconds a little and live to see another day with the prospect.
The reason for this is easily understood as we explore Myth #2 below.
Myth #2, Without Extraordinary Verbal Skills, A Salesperson Will Never Make It
The 1990’s model of selling required all of us to be “silver tongued devils.” We all know the type, “Mark could sell someone his own underwear; he is such a smooth talker!”
Prospects hate this kind of salesperson.
Why We Can Discard Myth #1 And Myth #2
- It’s 2010. Buyers realize they don’t need you to have Ryan Seacrest’s gift of gab; they need a sales professional who is knowledgeable and can actually help them with their points of pain.
- During a recession it’s what we know, not what we show, that matters to decision makers who are trying to rebuild their businesses.
- Most companies are aggressively reducing the number of suppliers they rely on and the size of their purchasing departments. Robin Williams is great to watch on late night TV, but if all we have to offer our prospects is a well-crafted monologue, we’ll find ourselves out on the street.
- While relationships are critical, buyers are aware that our ability to help them is more important than our ability to speak like Zig Ziglar and wear a suit.
It’s Global
Our prospects focus on our “go power,” not our “show power.” They’re doing this because they are operating in a more challenging global market than ten years ago. Our ability to perform a stellar introduction or speak like Barack Obama is slipping on our prospects’ scale of what’s important.
Sales Tips Wrap Up
Sure, our first impression is important. But it’s not everything. We can recover from a bungled one. Prospects are looking for value.
Sales Tips Post Script
There is an additional benefit when we are more realistic about the significance of first impressions. It gives us the freedom to relax a little when approaching a prospect for the first time. In the process, we ironically become more effective at first impressions.
©2010 Scott R. Sheaffer
Related posts:
- 8 Sales Tips When Meeting A Prospect For The First Time
- The Rules Have Changed For Qualifying Prospects – Ignore Them At Your Own Risk
- How To Use LinkedIn If You’re A Sales Professional
Tags: language, Prospecting, prospects, recession, skills, solution, speaking
We'd like to hear your feedback on this post - feel free to comment below!
March 19th, 2010 at 11:16 am
Hi Scott. I think you’re correct that a “not so good” first impression can overcome. Likewise, I think the days of the “silver-tongued” salesman are long gone. Unfortunately, many are still locked into trying to script out their customer discussions. Because prospects are able to be better prepared when meeting with sales people, sales people need to increase their market knowledge as well.
Perhaps I’m a little old school, but I do believe that you should still be concerned with your first impression. Not suggesting that you over do it, but why start a relationship off on the wrong foot. In terms of sales-speak, what is most important still remains… asking the right questions at the right time.
Robin Williams probably wouldn’t last long as a salesman. His initial comical wit would help in getting his foot in the door. But it wouldn’t take long for the prospect wanting to get down to business.