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Business Unplugged™
This blog features Carol Roth's tough love on business and entrepreneurship, as well as insights from Carol's community of contributors.

My Secret Sales Weapon

Written By: Rich Gallagher | No Comments

I have a secret. A secret that helps me close more sales than just about anyone I know. In fact, it not only helps me close more sales, it almost magically turns prospects into long-term client relationships. I have been using it successfully for years and years. And since I have never seen a book or training course about it, there is a good chance you are only going to hear about it here on CarolRoth.com.

Ready to hear my secret? Here you go:

I honestly couldn’t give a rat’s patootie whether I make the sale or not.

That’s it – nothing more. This one principle guides everything that I say and do, with prospects and customers alike. Here is how it changes everything:

  • When someone asks what the best solution for them is, most of you will say “mine,” even under pain of torture. I will discuss the pros and cons of everything that’s out there, including my offering.
  • When prospects tell you that they need more time, you will try to rush them into acting now. I won’t, because I don’t care.
  • When people decide to go with another provider, you will do everything you can to salvage the sale and probably annoy the bejeebers out of them. Meanwhile, I will shake their hand and sleep soundly knowing that they have my coordinates if they need anything.

Do I act this way because I had some Zen moment of enlightenment and have no need for material things? Nope. I love being successful as much as the next guy or gal. But I made a decision many years ago to take the tactics of every pushy, annoying, hi-I’m-just-calling-to-check-in-with-you salesperson I knew, and do exactly the opposite. And when I found out how spectacularly well it worked, I kept doing it, which, in large part, explains why I live a very nice life with so many good client relationships.

Now, of course, there are things I care very much about, like my credibility, keeping a client happy, or working hard at being very, very good at what I do. But when it comes to making the sale, I have more in common with the 17-year-old slacker with his baseball cap on backwards than with most professional salespeople.

So much advice about selling revolves around what you should do. To me, it is more a matter of how you should be – and that, in turn, will guide everything you do (Or, as Frank Sinatra put it, “do-be-do-be-do.”).  So, stop caring about making the sale and watch what happens. I bet your sales will improve substantially.

So, what do you think? Have you tried this? Did it work for you? Or do you use some other sales techniques? We would love to hear about them in the comments below!

Article written by
Rich Gallagher is a former customer service executive and practicing therapist who heads the Point of Contact Group. His books include two #1 customer service bestsellers, “What to Say to a Porcupine” and ”The Customer Service Survival Kit: What to Say to Defuse Your Worst Customer Situations,” both released by AMACOM. He has taught over 30,000 people what to say in their worst customer and workplace situations.