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20 2011

Avoid the “Cooked Spaghetti” Sales Approach

Syndicated from: Fearless Selling Blog ~ Increase Your Sales

When I was a kid I remember hearing someone say that the best way to tell if spaghetti was cooked was to throw a piece on the wall, and if it stuck, the pasta was cooked. Some sales people use this approach when they sell. They take their product catalogue, plunk it down in front of their customer, and begin to flip through the pages, hoping that something will catch the other person’s eye. Others tell their prospects EVERYTHING there is to know about their product, service or offering to ensure that something will “stick” with the prospect. This common approach is seldom effective. When I worked in consumer electronics, I saw numerous sales people talk incessantly about the features of a particular product because they mistakenly believed that every customer NEEDED to know that information. On a personal note, when we bought windows for our house, the sales person felt compelled to tell us information about his company that we had already researched and knew. And he continued his monologue even AFTER we told him we weren’t interested. But most people don’t want this much detail. They don’t have time. They aren’t interested. I once watched a video with Brian Tracy who said, “Every time you talk about something that is irrelevant to your customer, the more their desire to buy drops.” You might feel that explaining everything your product or solution can do increases its value. However, the reality is that most people are only interested in a few benefits of your offering. Here’s a suggestion for your next sales call, meeting or presentation… Open by asking, “What’s the most important thing you need to know today?” It doesn’t matter if you have done an accurate pre-meeting assessment of their needs or situation. Find out if what you are about to present is relevant and on-point. If not, then modify your approach and make the necessary changes to ensure that your prospect’s most pressing questions get answered. I do more than write about sales. I conduct sales training workshops and deliver keynote presentations at conferences and sales meetings. Contact me to find out how might be able to help you with your upcoming event.   Tweet This

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