Sales Mistake #5: Seeing The Prospect As An Adversary | TravelResearchOnline

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Sales Mistake #5: Seeing The Prospect As An Adversary

Biting the hand that feeds you makes no sense; it never has and never will. Treating customers as enemies is dumb. Don’t be dumb.

As bizarre as this sounds, the “me against you” selling mentality is often the case. Sales shouldn’t and cannot happen this way.

How can anyone think negatively about the hand that feeds them? Prospects will only become customers if treated properly. Customers pay your bills and are responsible for feeding your family. No customers, no business. So here’s a clever idea: let’s badmouth our customers and show them what a lousy attitude looks and sounds like every opportunity we get. I’m sure you will agree that this makes no sense.

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Can someone tell me what’s wrong with this line of thinking?

Let’s get something clear: Prospects, having passed from the suspect stage, are good things. Talk to them as if they are good things. Treat them with respect as if they are good things. Behave in public as if they are good things. They are good things.


Mike Marchev has lots more to share with you. Email him today to receive a Special Report titled, “THE BEST ADVICE I EVER GAVE TRAVEL PROFESSIONALS” at mike@mikemarchev.com Be sure to write the word “advice” in the subject box, and while you’re at it, include what you enjoy about reading Mike’s column.

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