Great selling means you don’t have to trick customers to buy.
I just got off the phone with Jim. The call started with a warm greeting of “Hey Maura. It’s Jim. Great to talk with you.” His friendliness seemed sincere. I replied, “Hi, Jim” wondering the whole time who this Jim was.
I quickly learned.
He was an inside salesman. Once I realized that I didn’t know him, I felt duped. Why? He acted as if he knew me when he didn’t. I felt like he tricked me. That is no way to make a customer feel. Of course I didn’t buy and I didn’t even let him get too many words out after that.
If you have to trick customers into listening to you, I can promise you that your sales efforts will be unsuccessful. Don’t pretend to know people when you don’t. Instead why not actually do some work and create a better introduction that people who don’t know you might pay attention to and listen to? That’s a much better sales strategy.