Selling The Right Way is Transparent

Yesterday I gave my Selling the Right Way! presentation at the annual Green Industry Conference sponsored by the Professional Landcare Network (PLANET).  The audience was more than receptive - they get it! We really had a great time.   We learned that selling today has to be very transparent.  Why?  Because we are living in a reality-based world.  Nobody is fooled by the old sales and marketing tricks that used to work. We are conditioned to size up a situation very quickly - the sales professional - their company - and their product and service.  Customers want results and they want them now. 

This is good news !  Now we all get what we want sooner if we know how to deliver.  Customers are demanding that we shorten our sell cycles - get to the point - cut to the chase!  If we can do that, and they can show us the money, then everyone wins.  A great deal of our Q and A discussion centered on this point - getting customers to make a commitment quickly.  Virtually all are very willing to do this if we can get out of our own way and make the right things happen. It just takes a repeatable process where we take control of the situation and clearly demonstrate we care about that customer.  That's what I think of as the right way - everyone wins -everyone gets what they want when the sales professional and their organization have their act together.  We just have to be as transparent (i.e. honest and genuine) as possible - because everything we do has a ripple effect that not only sells the customer in front of us, but often leads to the referral of their friends!  The Right Way does Work.