Five Ways to Increase Your Value, Part 4

How can you increase value and sales in a turbulent and unpredictable economy?

4.   Move on!  The first week I started cold-calling a woman named Victoria was rude and hung up on me in a matter of seconds.  It made me angry.  I knew how to put her in her place.  But as I picked up my phone to call her back and royally chew her out a thought occurred to me: I still won’t be able to sell to her if I win the argument.  It won’t make me feel better to get in the last word and still not make money. 

Then I thought, “I could be calling at least three other people who aren’t rude and might buy from me instead of wasting time on someone who won’t buy from me… not matter what I say or do.”  It was an eye-opening moment for me an changed my sales forever.

So I called more people.  I signed my first client that week by not wasting time on people who don’t want to buy from me.  So I no longer argue with people. I don’t try to get in the last word, or make the client see the “errors of their ways.” 

I have never sold anything to anyone I won an argument with, and 
I’ve never bought from anyone who won an argument with me.

Some sales managers will not like what I am about to say, but if you are spending most of your time proving your (or your product’s) value to people who don’t see it, you have a bigger problem than just handling objections.  I don’t “handle” objections; I move on… and so should you.  You may not win the arguments, but you will sell to people who will be loyal to you and your product.

Five Ways to Increase Your Value, Part 5
Five Ways to Increase Your Value, Part 3

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