Camelot is not a myth?

Not really sure what I mean but the title is catchy isn't it? I just finished an article for magazine on the new way to sell is by building relationships with people.

I definitely don't have all the answers to this one but believe it is of enough merit to continue to share what I learn as I research this topic.

Here is part of the article to share with you.

Anyone else notice how difficult it is to GET the attention of a prospect or customer today much less KEEP it?

Everyone keeps talking about creating the “buzz.”  Where the quest for a hit that turns into “viral marketing” is spoken with the hushed reverence of discovering the mythic Unicorn!

We keep hearing how viral marketing will blow your sales numbers into the stratosphere of the Guinness world records. Terms like Adsense, google adwords, social media, PPC or Pay Per Click, SEO or Search Engine Optimization, tribes and social networks or one of my new favorites,” do you tweet””, are floating through all kinds of sales and marketing books and courses lately.

All sizzle speak with the techno-gabble, but I submit that if you really want to capture the Gold Medal in Life, then start applying the Golden Rule of Sales-

-Don’t Sell!

Build Relationships instead.

Years ago I was an executive with Xerox Learning Systems-home of the famous Xerox Sales program. Most Fortune 500 companies adopted this training program including most networking companies.
Remember the endless hours learning how to overcome objections? The one where you had to practice the difference between features and benefits?
Well today I just grimace at the painful memories of the results I achieved.  When you think about it…by overcoming objections, you’re really contradicting the person you’re talking to, aren’t you? You’re making them wrong for thinking differently than you and not agreeing with you.

Definitely the wrong way to “ win friends and influence people!”

People will buy from you if they know you enough to like you. If they like you then they will trust you. If they trust you then they are more likely to buy whatever it is you are offering!

More on this tomorrow!