In sales, a “contract” is struck before exchanging information
On a sales call/meeting, a “contract” is struck before exchanging information. It’s not a legally binding contract, but it’s as important (or even more).
Clauses of this contract can include permission to take the prospect’s time, openly laying our cards on the table, acceptance of negative feedback, respecting the rules of engagement and more.
And all of the above, just to get the conversation started – how is it even possible?
Sales in its core is a game. Can you play a game, without agreeing to its set of rules? Without rules, stakes are high, confrontations take more time than playing the game itself, it turns into being our word against our opponent’s word.
A “contract” is required to create a low-pressure environment since both parties understand the rules of the game, they know each other’s intentions and they have a clear exit plan (“I need 30 seconds to explain why I’m calling, if not relevant, I’ll be on my way”), should things go south.
Sales come with ulterior motives (not referring to dishonest ones). Disarming the fight or flight mode of prospects is our number one priority.
Prospects have no reason to disarm. Their natural defense is to just not engage.
Consider this funnel:
- The “contract”. Politeness, gratitude, appreciation, humour, can all work in our favour when laying our cards on the table.
- The conversation. Less is more when not enough information is provided. We can be more active in getting this information, than pushing our agenda.
- The challenge. Picture an environment where our product/service is not around. Problems can’t be solved, pains persist, prospects get left behind, opportunities are lost.
A successful result doesn’t mean we hang up our boots.
Buyer’s remorse is more common than we think. It’s in our nature to second guess every time we part with our money. Post sale service can be more valuable than getting new customers sometimes.
Retention is not a tool that jumps in out of nowhere. It’s part of the process.
Secure the invisible handshake early on. Trial and error will fine tune the rest.