Jolt the unfamiliar

ales is an upbeat field but can often become routine and monotonous for both the salesperson and the customer. The same routine meetings can lead to stagnation and customers getting into ruts and not feeling the need to decide. What many salespeople often overlook is this strategy of using unfamiliarity to their advantage. By introducing unfamiliarity into your sales strategy, you and your customer can shift perspectives and get fresh insight into the sale that can help get the ball rolling.

A very big challenge in sales is when the customer falls into a rut. What I mean by this is they never feel like they have to make a decision or they are just stuck in the same mindset. As well as the customer being in a rut the salesperson can get into a different rut themselves. The salesperson can end up over time using the same strategy and pitch to customers. That makes the salesperson almost lose their spark and excitement over their field. Both ruts can lead to a decrease in the conversion rates.

To prevent or get rid of ruts for both parties the salesperson must create a sense of unfamiliarity for both of them. This can be location, time, or even language. All of these get the both out of their comfort zone and allow them to see things from a different point of view. Something as simple as having a meeting over a round of golf rather than in the same office as the last two can allow the customer to be more open to something you offer them. Although language and time don’t seem as dramatic of a change as location they both offer a sense of unfamiliarity that might just be the reason the customer takes a different view on your sale. This jolt of unfamiliarity may seem that different but can make a world of a difference in the customer’s view.