281 Read The Vibe When Selling

Amzy♥️🥺

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Business & Finance

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There is a saying in Japan, Kuki wo Yomu, which means read the air or be aware of the atmosphere or subtexts in the meeting. In sales, we need to be on high alert all the time for what is the atmosphere prevailing with the buyer at this moment. What are any changes we are noticing during the meeting and what sort of changes do we want to see. I was talking to a salesman about a call he and a colleague had made on a buyer. The buyer was an existing client and this was just a meet the new guy introduction meeting. There was no need to pitch, as they were already a buyer. My friend had briefed his colleague that no pitch was required, as it was a meet and greet occasion. That didn’t stop the colleague though, as he ploughed in trying to sell the already sold buyer. The reaction on the part of the client was surprise and a touch of incredulous confusion. The brand of the seller was not advanced on that occasion, as the buyer wondered, “what is wrong with these people?”. Why didn’t the colleague get it? Why did he pitch, when there was no need? Is this issue something you can fix through training? That is a good question and to some extent it is similar to the question “can you fix stupidity through training?”. Probably not. This same colleague has a track record with this type of behavior apparently, so he is obviously not learning as he flits along, from one disaster to another. If you do not seem intelligent to the buyer then they don’t want to know more. Basically, they won’t buy from dumb people. There will always be a portion of any population who are dim. Some of these dim people wind up in sales. From the buyer’s point of view, we salespeople are all tar

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GeorgiaRay

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