REAL Ditch the tricks and put puffery aside. According to sales expert Jacques Werth, honesty really is the best policy. Following is an interview with Werth, who, for the past nine years, has run High Probability Selling, a sales and marketing consulting firm in Dresher, Pennsylvania. Most people think it's important to be aggressive in sales, but the opposite is true. These salespeople try to convince others they want their product, and that whole proposition is flawed.
Most salespeople feel convincing prospects is crucial.
It's flawed because the vast majority of people resist being persuaded or manipulated. In fact, they resent it. It's far more effective to find consumers who want to buy what you're selling and do business on the basis of mutual agreement. By qualifying your prospects, you can quickly find out who isn't going to buy and move on, instead of trying to persuade them. You feel most salespeople do a poor job of prospecting.