Why did the man in business attire suddenly drop his pants in the middle of the “B” Concourse at Atlanta’s international airport? That’s a question many of us in the terminal were pondering yesterday. I decided not to stick around to see the outcome of his odd choice as there are some things I just don’t need to see. And this was one of them.
Most of us avoid engaging in this type of public display of awkward behavior since our common sense guides us in making choices. This same common sense should be our guiding light when selling, as well. For example:
- In conversations with prospects and customers, who should do most of the talking?
Common Sense Answer: the prospect or customer
So why do salespeople still dominate most conversations?
- Who best knows how to overcome a potential buyers objection?
Common Sense Answer: the buyer, since they are the one objecting
Makes me wonder why so many salespeople still rehearse and blurt out witty lines to counter common issues.
- Is it better to compete on price or value?
Common Sense Answer: value
Unless salespeople enjoy working hard for little money, common sense dictates that they sell the value versus engaging in bidding wars with the competition.
Am I accusing sales organizations of lacking common sense? In some cases, yes. In others, it is merely a lack of application of this trait. What I’m suggesting is if you have it, use it when you sell. If you don’t…well, never mind. I highly doubt anyone lacking common sense kept reading when I brought up this issue at the start. Maybe they’re related to Mr. Dropped Drawers in Atlanta.