Whether you're welcome in a customer's workplace often depends on whether you're selling or merely peddling. Know the difference.
There's a huge difference between peddling and selling--and if you don't know the difference, you may not be doing as good a job as you'd like.
Peddling is the kind of business transaction that takes place on street corners, carnivals, and telephone boiler rooms. Selling is the kind of business transaction that's the heart and soul of the capitalist system.
Here's how to tell the difference:
Try to close a deal as quickly as possible
Brag about how their product is the best
Try to push hot buttons to make the customer buy
Offer discounts to close the deal
Discover if there's a good match and withdraw if there isn't
Focus on how to best solve a specific customer problem
Help the customer make the best decision possible
Stand firm on an offer that makes sense for both buyer and seller
You'd be amazed at how many people think they're selling, when actually they're peddling. In fact, there are plenty of "sales training" programs out there that actually teach people how to peddle, rather than how to sell.
That's ironic, and unfortunate, because nothing annoys and irritates customers more than a peddler. By contrast, sellers who are well-informed, well-spoken and knowledgeable are almost always welcome.
Make sure you know which you are--and which you should be.
GEOFFREY JAMES writes "Sales Source on Inc.com," the world's most-read sales-oriented blog. His new book, Business Without the Bullsh*t, will be published in early 2014. To get weekly blog updates, sign up for his free "Insider" newsletter. @Sales_Source