Deadly, I just don't see it your way. I spent a bunch of years in Sales.... blah blah blah....Manipulation? Of course, but I would describe it like this.
Totally agree that because you spent so much time in sales, you've learned to justify everything in the 'professional way'.
For me selling were staying mentally one, two, or three steps ahead of the buyer.
Of course, you lead them down the path that you want to take them.
Solve the customer's problem, he's a hero, you have a sale.
This is the professional way again and here's the translation - Know how to reframe every one of the customers possible objections so that he can't say no and hey presto you have a sale.
The buyer doesn't know he is being persuaded. If you cross the line and the buyer feels too much pressure, you are toast.
Of course, people are sheep.
I think mastery of the "Open Ended Question" is a must for sucessful selling.
I couldn't agree more that you have to ask for their objections before you can reframe the way that you want.
In my industry the day of the bull shitter, back slapping, no nothing type of saleman began to recede in the 80's as companies leaned down and started to pay attention to what was going on between their buyers and their vendors.
Its not that it has gone away, its just it has become more subtle, more polished and more 'professional'.
Most people are not emotionally cut out to handle the daily or hourly rejection that comes with the selling endeavor.
I had a new salesperson actually puke before her first ever sales call. She perserved and became a successful salesperson. You have to have courage and stick-to-it-ivesness to make it in sales.
Exactly and that is why this 'professional way' has sold selling where the intent has been masked so that people have less problem justifying the ethics to themselves.
