Sales: Manipulation

Unpopular exploration.

One definition of manipulation: to control or influence (a person or situation) cleverly, unfairly, or unscrupulously.

From the perspective of a sales person, there is a fine line there. Despite the uncomfortable affiliation with the word, you could argue that manipulation exists.

So, do you manipulate your customers?

What do you think?

...

I imagine most would distance themselves from that perspective. Or they would acknowledge similarities in their activities, but define it differently.

I propose the thought that the differences between sales and manipulation (important note: in the eyes of that definition) are subtle but significant.

You are two separate parties coming together that ideally are in complete control of yourselves. You each offer different solutions and values to the world and you also each have different needs (that each party may offer a solution). You also each possess your own ability to make decisions, firmly or otherwise.

Respect that person. Get curious about their needs. Learn to ask questions that extract the information that identifies a fit. When you go down that path, your relationships grow, the experience improves for both parties, and you greatly reduce your objections. When they occur, you'll learn how to navigate them. Now, you may or may not arrive at a sale today, but you will establish yourself as the kind of person that someone desires to do business with at some point. You'll keep the lines of communication open as a result of the subtle differences.

You value them as a person. You hear the needs, concerns, etc. You make respectful compelling rebuttals in the face of objections, but ultimately respect their positions. When your desire to get the deal exceeds your desire to see them as a person, then manipulation is a tempting tool.

One you need to step back from...

All the best out there,

Eric