Three Key Ideas that will Help You Sell

A student I knew from two years ago called me a couple of days ago. She said she's looking for work and was wondering if she can come talk to me and take a look at the firm. I said "sure, come on up, I am happy to have a chat."

She came by sat down, and for a while she couldn't get to the point. Eventually I realize she's actually working for an insurance company as a financial planner and I am the prospect. She started talking about how she aim to make it to the Million Dollar Round Table this year, how much she'd like for me to share her other clients' financial success and how well she looks out for her clients.

There's one small hitch : she lied to get this appointment.

I told her that I am quite well taken care of, and that this meeting wouldn't be as productive as she might have originally hoped. She wouldn't budge. I ended up telling her again and again for about 4 more times. I am especially nice to salespeople as I work as one all my life, but my goodwill for this one began to sour. Not only did she have zero chances of making a sale today, she had worn out all possibilities of me ever letting her back into this office again. I finally announced that I was hungry and needed to get a bite, walked her to the elevator, let her walk in and wave goodbye as the doors closed.

Several thing went wrong with this meeting:

• She lied to get the meeting, especially in a business where there's a premium on integrity.
• She told me how much she aims to do well this year and how much she wants to be in the Million Dollar Round Table. Now, am I supposed to be happy to hear how much she wants to make loads of money off me?
• She overstayed her welcome several times over.

Things that all salespeople should remember :

• Integrity above all else. It's the most important thing. It's the ONLY thing.
  
• Meetings are about the prospect, not the salesperson. Benefits are those that pertains to the prospect, not the salesperson.
• A salesperson should be persistent, but you don't have to make the sale in one meeting. Take the time to build trust, don't kill your chances of making the sale another day.
  

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