Articles
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The 10 Keys To Selling Anything
Someone I don’t know at all just wrote me with the worst selling technique of all time. He wrote, “I really need to talk to you. Can I have 20-30 minutes of your time?”
The answer is, “no”. Not that I think I’m so great. Or my time is so valuable. But his message sort of suggests that my time is worth zero. He is offering me nothing, even less of nothing since there’s opportunity cost to 20 to 30 minutes of time. I could be watching half an episode of “Mad Men”, for instanace.
There are some variants on this horrible technique. Like, “I have a great idea I’ll give you equity in if you give me 20-30 minutes of your time.” I don’t know if his equity is worth anything yet so it’s the same problem as above.
Another sign of a bad salesman is a good negotiator. This might not always be true but its true for me. I am horrible at negotiation. If I say “this car is for sale for 10,000? and they say, “8,000? I shrug my shoulders and say “ok”.
When you’re negotiating you have to say “no” a lot. When you are selling, you are always trying to find the “yes”.
Everyone has a “yes” buried inside of them and a good salesman knows how to find where that “yes” is buried and then how to tease it out. Great salesmen know it instinctively.
When you’re a negotiator you have to be willing to say “no”, regardless of what the other side says.
So although they aren’t total opposites, the goals are completely different.
But big picture:
Negotiation is worthless. Sales is everything.
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