Assertive or Aggressive, Part 2

Posted on: Saturday, February 6th, 2010

The blog post last week brought in a number of good comments from top professionals, and led me to some interesting conversations throughout the week. Thought I would share a couple of new thoughts related to the subject.

First of all, I heard this great quote related to the topic. I can’t find the source (a Google search attributed it to several different people). Here is the quote:

“Intent is more important than technique.”

Think on that quote and all that it entails. To me the quote speaks to the heart of the matter. If you’re in sales what is your intent, your purpose? Why are you there? Seriously, what is your mission? These are important questions to consider because your actions and behaviors will always follow your purpose.

For example, what is the purpose of a politician on a campaign trail? It is to get as many single votes as possible. So he/she knocks on doors and makes phone calls, because one’s actions and behaviors always follow their purpose.

What is the purpose of a salesperson? If the sales representative believes it is nothing more than to give out information, or to make friends, or to set up the sales conversation for a further visit, then you’ll see mediocre efforts.

So what is your purpose? Why are you there? Really? Get the purpose right and you’ll soon find that your actions and behaviors are also right. Why? Because intent really is more important than technique.

Go ahead – take a stab – what is your purpose??????

Share and Enjoy:

Anonymous

Oh, Jeff…………I really like that! Sometimes I worry too much about my technique…….and that might mess with my intent. My purpose is to sell the right home to my customer!!!! Okay, so I befriend my customer too, I admit
pambrimm

Oh, Jeff…………I really like that! Sometimes I worry too much about my technique…….and that might mess with my intent. My purpose is to sell the right home to my customer!!!! Okay, so I befriend my customer too, I admit
http://www.facebook.com/people/Jeff-Shore/1270227719 Jeff Shore

And there is certainly nothing wrong with befriending a customer as an extension of the intent-driven sales process. I want to sell them the right home today and I can accomplish this by earning their trust, a key component to friendship. Still works. But the intent goes first!
http://www.facebook.com/people/Jeff-Shore/1270227719 Jeff Shore

And there is certainly nothing wrong with befriending a customer as an extension of the intent-driven sales process. I want to sell them the right home today and I can accomplish this by earning their trust, a key component to friendship. Still works. But the intent goes first!
Carrie

We are here to sell and that is what drives us in our jobs and where we get our satisfaction excitment and energy from – closing the DEAL!! And to provide the best customer service possible to delight out customers – that will translate that into what it would be like to live in the community we are selling
Carrie

We are here to sell and that is what drives us in our jobs and where we get our satisfaction excitment and energy from – closing the DEAL!! And to provide the best customer service possible to delight out customers – that will translate that into what it would be like to live in the community we are selling
pambrimm

Oh, Jeff…………I really like that! Sometimes I worry too much about my technique…….and that might mess with my intent. My purpose is to sell the right home to my customer!!!! Okay, so I befriend my customer too, I admit
http://www.facebook.com/people/Jeff-Shore/1270227719 Jeff Shore

And there is certainly nothing wrong with befriending a customer as an extension of the intent-driven sales process. I want to sell them the right home today and I can accomplish this by earning their trust, a key component to friendship. Still works. But the intent goes first!
Carrie

We are here to sell and that is what drives us in our jobs and where we get our satisfaction excitment and energy from – closing the DEAL!! And to provide the best customer service possible to delight out customers – that will translate that into what it would be like to live in the community we are selling
http://www.facebook.com/people/Debra-Sjolie-Mckown/100000319030094 Debra Sjolie-Mckown

Excellent reminder, Jeff. When a customer walks in, their intent at some point, is to purchase a home and we need to remember that or they wouldn’t be out “just looking”. So if we can remember that our intent is to help them buy one of our homes, then we are ahead of the game. Good point from Pam, that we can get too concerned about technique and let our intent slip.I think that by the time our customers close on a home, they have become a friend. We love our customers!
http://www.facebook.com/people/Debra-Sjolie-Mckown/100000319030094 Debra Sjolie-Mckown

Excellent reminder, Jeff. When a customer walks in, their intent at some point, is to purchase a home and we need to remember that or they wouldn't be out “just looking”. So if we can remember that our intent is to help them buy one of our homes, then we are ahead of the game. Good point from Pam, that we can get too concerned about technique and let our intent slip.I think that by the time our customers close on a home, they have become a friend. We love our customers!
http://www.facebook.com/people/Debra-Sjolie-Mckown/100000319030094 Debra Sjolie-Mckown

Excellent reminder, Jeff. When a customer walks in, their intent at some point, is to purchase a home and we need to remember that or they wouldn't be out “just looking”. So if we can remember that our intent is to help them buy one of our homes, then we are ahead of the game. Good point from Pam, that we can get too concerned about technique and let our intent slip.I think that by the time our customers close on a home, they have become a friend. We love our customers!

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