Selling “Right” is Completely Wrong.


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You might be completely right.

And selling every inch of it.

  • You might be right that I don’t absolutely need the convenience of pump handles that auto-pump. That I can stand out in the cold and hold the pump handle myself.
  • You might be right that the exact words you are using don’t really matter. That I shouldn’t feel “talked down to” by you continuing your frantic sales pitch in spite of my questions.
  • You might be right that the dirt on the lip of my energy drink you’re selling me can be washed off. That what’s inside the sealed can is “clean” in spite of the dirty outside.
  • You might be right that not looking me in the eye doesn’t change the fact that you are trustworthy. That I shouldn’t pre-judge you. That I should invest more time in getting to know you.
  • You might be right that I am being emotional and not appreciating all the amazing technological gadgetry that you offer. That I should care more about the facts indicating that you are the right solution.

Just because you’re right doesn’t change the fact that I won’t be buying from you.

And you’re completely wrong that those details aren’t right to me.

They are. They matter. To me.

Maybe you need to start thinking about being wrong?

Republished with author's permission from original post.

Dan Waldschmidt
Speaker, author, strategist, Dan Waldschmidt is a conversation changer. Dan and his team help people arrive at business-changing breakthrough ideas by moving past outdated conventional wisdom, social peer pressure, and the selfish behaviors that stop them from being high performers. The Wall Street Journal calls his blog, Edge of Explosion, one of the Top 7 blogs sales blogs anywhere on the internet and hundreds of his articles on unconventional sales tactics have been published.


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