The Edge - Q4 2012 - (Page 14)

POOL & SPA SALES | by David M. Fellman TRANSPARENT SELLING “I CAN SEE right through you,” said the buyer to the salesperson. “I know exactly what you’re trying to do!” Is that a good thing or a bad thing? Th is may surprise you, but I think it’s a very good thing. I believe that the best selling is highly transparent – no tricks, no games and no subterfuge. The great salespeople don’t trick anyone into buying from them; they help 14 their prospects and customers reach an unmistakable conclusion. When a great salesperson makes a sale, there’s no buyer’s remorse, just the confidence that comes from making a good decision. SELLING IS A GAME I should probably clarify this point: The great salespeople don’t play games, but many great salespeople do look at selling itself as a game. I think that’s a healthy attitude, especially considering that salespeople “lose” more frequently than people in most other job categories do. The great salespeople probably lose less frequently, but you still can’t win ‘em all, no matter what game you’re playing.

Table of Contents for the Digital Edition of The Edge - Q4 2012

The President’s Message
Marketing to the Affluent at Higher Margins
Transparent Selling
Project Focus
Are Your Labor Rates Killing Your Business?
Chlorine in the Air and What to Do About It
Index of Advertisers

The Edge - Q4 2012