CONVENTIONAL SALES
Many people perceive sales as a process which is separate and distinct from negotiation. To be sure, they understand that once a sale is achieved, negotiation follows so as to agree on various terms and conditions, but they do not see negotiation as part and parcel of the initial sales process.
As a result, they see a sales meeting as an opportunity to "sell" themselves and "pitch" their products or services. They allow themselves to launch into a monotonous monologue about their expertise, successes and how their products or services will realize every dream of the potential customer. They become so absorbed in their enthusiastic rhetoric, that they fail to notice the visual cues that convey utter boredom and lack of interest on the part of their prospective customers. They are quite oblivious to the fact that in all probability, they have already lost them. Sound familiar?
As a result, they see a sales meeting as an opportunity to "sell" themselves and "pitch" their products or services. They allow themselves to launch into a monotonous monologue about their expertise, successes and how their products or services will realize every dream of the potential customer. They become so absorbed in their enthusiastic rhetoric, that they fail to notice the visual cues that convey utter boredom and lack of interest on the part of their prospective customers. They are quite oblivious to the fact that in all probability, they have already lost them. Sound familiar?
