Don't Sell Like You Buy

By Keith Rosen, MCC
The Executive Sales Coach™

I was almost at the end of the keynote I was delivering to an audience of Internet service providers in Tampa, Florida. As I brought

Several hands went up. The third person I called on made a statement, not a question.

“Keith, that sounds too sales-y. I could never do that with a prospect.” He was referring to the four qualifying questions that I claimed are guaranteed to bring in more sales when meeting with a prospect.

“Sounds too sales-y?” I wanted to confirm I heard him correctly. I responded to this gentleman with a question. “To whom?” I wondered.

“To me!” the gentleman replied. “Those questions that you suggest we ask every prospect sound way too sales-y to me. There’s no way that would work with my prospects.” (Said a different way: “There’s no way I could ask those questions. I’m scared!”)