Steal This Sales Strategy From Shark Tank’s Robert Herjavec | Income Tips & Side Hustles
Years in the past, Robert Herjavec employed a younger sales man. The child was sensible, skilled, and discovered all the things about the company’s merchandise. But he couldn’t close a deal.
“This kid’s a loser,” his sales supervisor told Herjavec. “Let’s get him outta here.”
But Herjavec wished to affix a few calls with the child first. What he noticed was telling: The child did nothing incorrect, however he also did nothing to attach along with his shoppers.
So Herjavec gave him some uncommon advice: “On your next sales call, I want you to walk in, sit down, don’t say anything for like a minute,” Herjavec told him. “Then look the client in the eye and say, ‘I’m so thankful for you taking this meeting. But I have to be honest, I am so nervous. This is my first sales call.’”
The outcomes have been rapid: The child began closing major offers.
Why? Because he shocked the narrative. It’s one of Herjavec’s best sales methods.
Here’s the drawback, he says: In most skilled conditions, people assume they know precisely how issues will go. They’re anticipating a standardized, predictable experience. Which means they’re mentally checked out before you even start.
“People don’t really wanna listen to you,” Robert told me. “When you go on a sales call and you sit down and you’re so excited, the client is thinking: How the hell do I get this person to leave?”
In other phrases: They already have a narrative about how this will go. So to get their consideration, you must shock that narrative — to do one thing so sudden and real that it forces people to take a look at you anew.
In the case of his younger salesman, the strategy appealed to their shoppers’ feelings. “We are selling to middle-aged men, typically in IT,” Herjavec says. “As soon as that young salesman said he was nervous, our clients all start thinking: ‘He’s like my son. I want to help him.’”
(To be clear, Herjavec says, the performance wasn’t a whole lie. The child actually was younger and nervous.)
The next time you’re making an attempt to stand out, assume about the narrative you is perhaps caught in. You can start by asking your self:
1. What are people anticipating?
2. How can I am going past that?
And it’s value recognizing: The reply is probably not what you count on.
For instance, Herjavec’s advice to that child appeared dangerous! Sales is supposedly all about confidence; who would admit nervousness? But it labored, which fits to show: Even we’ve got narratives about our own work. Before we shock anybody else’s narrative, we must shock our own.
Good is forgettable. Safe is interchangeable. Expected is nothing short of underwhelming.
Shock those narratives. Then inform a better story.
Related: 10 Traits of Successful Entrepreneurs That Investors Love (Even If They Seem Like Jerks)
Years in the past, Robert Herjavec employed a younger sales man. The child was sensible, skilled, and discovered all the things about the company’s merchandise. But he couldn’t close a deal.
“This kid’s a loser,” his sales supervisor told Herjavec. “Let’s get him outta here.”
But Herjavec wished to affix a few calls with the child first. What he noticed was telling: The child did nothing incorrect, however he also did nothing to attach along with his shoppers.
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