Episode 087 - Aggresive vs Conversational Sales

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Enquiry-to-Sale Conversion with The Lead Flow You Already Have.



Today we're going to be talking about a very polarizing topic,
the aggressive close versus the conversational close.


Some people may argue that having an aggressive attitude with
your clients, pushing them relentlessly towards a certain goal
regardless of the circumstances is a good thing because you are
getting them on board quickly and effectively, straight to the
point.


But is this a good practice in the long run? I'm going to give
you my take on it. It is my version of the truth. Is it the
only version of the truth? No, but I think you'll find it
interesting and useful.


To be clear, what I understand for an aggressive approach is
closing the deal at all costs, don't letting the client go,
don't letting them off the phone, don't letting them out of
your sight until you've got the signature on the dotted line.


You may find it useful, some people might go with it, but when
it gets to the point where there's an imbalance, and it becomes
more about you wanting to hit a number or get an outcome,
leaving the concern of adding value and helping somebody out of
the equation, that's a problem.


If you don't plan on being in that role for very long maybe it
will work. But long-term, word of mouth, especially if you live
in a small place, is going to reflect badly on you.


Remember that the way your clients feel about you is essential,
people that have gone through the ordeal of working with
unpleasant manners are very unlikely to subject anybody that
they know to the same experience.


So, this is a problem among people that get into sales. Think
about it, everyone who starts in this business understands that
they have to get good at it, so they learn what they believe is
what they should be doing. These inexperienced people could
learn that from somebody who has a very aggressive, hardcore,
closed approach thinking that’s the best way to go.


What I'm about to share with you is my take on what I believe,
and what I have seen to work most effectively both short and
long term. If you are interested, I really encourage you to
join me in this episode as we'll talk about this topic in
detail.



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have, go to http://JohnBlakeAudio.com for his exclusive, free,
no-fluff, audio training and companion PDF guide.


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