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No Lie—Truth Is the Ultimate Sales Tool phần 2

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Cô có vẻ như cô đã cố gắng thuyết phục bản thân mình. Cô có thể gấp đôi đẹp, và bài diển văn sẽ không thuyết phục bất cứ ai khác. Và kể từ khi nó rõ ràng là một đọc trước đóng hộp của dòng công ty, tôi có thể tưởng tượng rằng nhân viên bán hàng của cô có vẻ giống như què. | 10 No Lie Truth Is the Ultimate Sales Tool I mean it s not that expensive. Not really. Not when you understand that our patented skimmers are working for you 24 hours a day 7 days a week 365 days a year. Or at least they re capable of that. So if you do the math it s really less than 93 cents a minute and when you amortize that over the effective life of the machinery and figure in the potential long-term savings in quality control not to mention the benefits in morale and subsequent increases in operator productivity and the possibility of at least slightly increased customer satisfaction then put all that together and it comes to less than . . . blah blah blah Blah. She sounded like she was trying to convince herself. She could have been twice as beautiful and the spiel wouldn t have persuaded anyone else. And since it was obviously a canned recitation of the company line I could imagine that her salespeople sounded just as lame. It was a timid semiapologetic effort to prove that black is white and that a lot of money was not really a lot of money. And I could see that when this type of mealy-mouthing didn t work her salespeople might just be tempted to forget to mention the additional shipping charges or the costly downtime necessary for installation. When I asked her if those types of omissions were sometimes a problem she nodded. What I mean by mealy-mouthing is stumbling around the potential negative apologetically explaining make that overexplaining and ensuring that the negative becomes the focal point of the entire presentation. The more the rep goes on the more importance the negative takes on in the mind of the prospect. It doesn t take long before the mealy-mouther starts sounding like a 3-year-old explaining that he wasn t the one who took Making the Skeleton Dance 11 the cookies. Not him. Really. Never mind the crumbs all over his chin and shirt and the chocolate chip smears on his fingers. This CEO s sales reps were afraid of the cost of their own .