Image by Rennett Stowe via FlickrYou see all the ads that say "closers wanted". You go to interviews and although they like to talk of consultative sales (the sales style I was trained in) but it seems when all the role playing is done, all they want is the one call closer. Certainly people can and do close on one call all the time. But does that mike it right? Here's the thing, in this day and age when money is tight, nobody in their right mind is going to spend significant money on the first call. Secondly, by putting significant pressure on customers when you don't even know them, you are doing them and yourself a huge disservice and damaging any future relationship with them. In my mind, high pressure sales just isn't worth it.In the old days, being a high pressure one call closer was pretty standard for many products. Then people kind of got away from it and reverted to the more modern consultative style. Now it seems like employers want to go back to the old days. They have a huge talent pool to draw from which allows them to work with interchangeable parts. Companies are more desperate for revenue so they put the pressure on you to put pressure on the clients. And since nobody answers their home phone anymore, those just working on the phones really only have one chance with people when they do answer. They may never be able to get that person on the line again so they go for it right away. The circumstances of today's economy is turning nearly all sales into high pressure sales.
This is strange in that it is coming at the exact time when your average businessman is rebelling against such tactics. More than ever, people in the marketplace are looking for sales people who they like, know and trust, first and foremost. I for one will continue to be a positive solution finder and relationship builder. I will not give in to the pressure to put on the pressure.
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