Posted by: dgrissom
Category: Achieving Excellence, Creating Value, Customer Retention, Improving Performance, Prospecting, Sales Mastery, Self Mastery
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Be Objective
Do you give a true and objective accounting or are you focused only on you / your product or service?
Objectivity demonstrates character and credibility. That’s because it is so easy to “spin” your conversation to sell, rather than help.
There is a Geico Insurance TV commercial that shows a conversation between a customer and an agent. The agent actually recommends the competition. Not only is it memorable, but it bolstered Geico’s credibility. Why? Because it leveraged the psychological power of both objectively and the unexpected.
We expect salespeople to recommend their products or services as the obvious and best choice. So, we are caught off-guard when they recommend the competition, or anything other than their own product or service. It causes our trust level to immediately spike. It is how some sales people sacrifice a single sale to build credibility and generate referrals.
How can you demonstrate objectivity?
