Here is some food for thought that is designed to take much, if not all, of the stress out of your sales responsibilities.
I will use two examples to deliver my point. The first involves a house visit while the second involves a telephone.
If you invited me to your home, I would enter looking for directional cues coming from you. You would tell me when it is time to sit and where to sit. You would tell me when it is time for a drink and when we will be eating. You would be in control. I would be on my best behavior and wait for instructions.
If I was invited to your home and began acting like I owned the place, you would think less of my rude and obnoxious behavior. I would not do that. Quite the contrary. I would be on my best behavior adhering to your rules.
But, if you were to come to my house, I could be totally at ease and make an effort (and succeed) in putting you at ease. I would be in total control, and I would be feeling comfortable and confident in my house … my environment … my stage … my game.
Let’s Turn to the Telephone
If you called me, I could make you feel welcome by the simple tone of my receiving voice. I could also put a lump in your throat by hanging up on you, or making you feel extremely uncomfortable without much effort.
The reverse is true, if I was the one initiating the phone call. You would be in the driver’s seat.
These two examples work nicely in underscoring a very important sales message. You want to put yourself in a position of control so that you can make the communication process work by making everyone feel comfortable.
That means, it is in your best interest to have people come to you … to your house … to your office … to your choice of restaurant. You also want people to call you. Always.
Here comes a blinding flash of obvious advice. The easiest and fastest way to have people call you is to ask them to call you. The same holds true with meetings; you host the meeting.
Example: The next time you find yourself thinking about a unique vacation destination, give me a call. I may be in a position to help you. At the very least I can help point you in the right direction. My number is 555.555.5555. Give me a call.
It is not a bad thing to try to control the selling situation. Invite people to come to you, and to call you.
Mike Marchev is always looking for a few more proactive travel professionals to join his Sales and Marketing Club. mike@mikemarchev.com.
*** You want more to think about? Check out my weekly podcast (Mike’d Up Marchev). Also listed on Spotify, Apple Podcasts, Google, and iHeartRadio.
