Comments on: The idea that soft sell sales is all about personality is wrong

By: Ehtel Ratelle

Ehtel Ratelle — Thu, 04 Nov 2010 04:59:32 +0000

I had been reading about your topic, “The idea that soft sell sales is all about personality is wrong |” at one of the other forums I keep in my site reader. You’re just about in agreement with them. It is not what I assumed, but I’m realizing now that I am quite possibly completely wrong… fascinating..

By: John Aberle

John Aberle — Mon, 08 Mar 2010 02:43:41 +0000

Thank you for your comment, Jim, and for the insight that sparked this post.

When I first started in sales full-time in 1979, I had to find my own way because so many trainers were focused on controlling the prospect and manipulating them by playing on their fears. Today, I’m discovering people like you and Judith, Bob Poole, Charles Green, and Linda Richardson who are also teaching the crucial role of understanding the client’s concerns before selling.

I can’t begin to tell you how wonderful it is to realize I’m no longer alone.

By: Jim Sniechowski

Jim Sniechowski — Mon, 01 Mar 2010 06:29:56 +0000

John,

I loved your insight re: know, like, and trust. This can and does mislead people, especially those inclined toward soft sell marketing and sales to “be nice” instead of finding out what the customer needs, his or her pain, frustration, and stuckness, and provide something that will solve that for them.

If you want to be liked, that’ll do it. Of you want to be known, that’ll do it. If you want to be trusted, that for damn sure will do it.

Jim Sniechowski