Attitude Adjustment: Part 6, Seeing The Prospect As An Adversary | TravelResearchOnline

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Attitude Adjustment: Part 6, Seeing The Prospect As An Adversary

As bizarre as it sounds, a “me against you” mentality is a common practice among salespeople. I personally believe this is an example of a misdirected competitive spirit that pits the salesperson against the prospect. It implies that when push comes to shove there will be a winner and a loser. Sales should not (and does not) happen this way.

In today’s world where instant gratification seems to be the accepted way of life, prospects and potential new clients have numerous options when it comes to buying anything. The truth is that, given the number of choices readily at hand, prospects will only become customers if treated with admiration and respect.

Customers pay your bills and are responsible for feeding your families. I will say this as clear as I can. No customers… no business.

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So, here’s a business-killing idea: Let’s bad mouth our customers and show them what a lousy attitude looks and sounds like every opportunity that presents itself. (I am not particularly fond of the following phrase, but it seems to fit perfectly right about now — HELLOOOWWW!!!!!!!!)

Let’s get something straight. “Prospects” having passed from the “suspect” stage are good things. Talk to them as if they were good things. Treat them with respect as if they were good things. Behave in public as if they were good things. Prospects are not your competition. THEY ARE GOOD THINGS.

 


Mike Marchev

Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. Send for details.

 

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