Winning People Over Is a Horrible Sales Strategy

The topic below will be addressed in an upcoming webinar, Calling On The Right Person, on February 21, 2014. To learn more, go to:

http://caskeyone.com/onlinelearningseries.

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Think about how much time in life we spend trying to “win people over?” It could happen in a job interview. Or a romantic pursuit. Or in the quest for a sale.

After 22 years in the sales training business, I conclude that strategy is hopeless.

It’s set you up to be weak and unattractive at the very time you are trying to influence somebody?

It gets especially diabolical when you get to higher levels of the organization. When you’re trying to call on people at levels you’re not comfortable with, the “win them over” mentality takes over.

And the worst thing is what it does to our behavior. It becomes overdetermined, uncontrolled and repelling.

All because we’re trying to “win them over.”

This Friday, Brooke Green and I are presenting a webinar called Calling On The Right Person. And part of the teaching is how you behave when you get there. We will teach you exactly how to do that. As you’ve probably guessed, one of the lessons will not be, “Do all you can to win them over.”