When I think of “old school” selling techniques, I’m often reminded of the 1980 movie Used Cars. The comedy features Kurt Russell as a hotshot used car salesman named Rudy Russo. Russo and his crew are getting piece-of-junk cars ready to sell, and they willing try anything to make a buck.
Doesn’t this capture how many people view all salespeople? Unfortunately, yes, it is. So what’s to be done? It is a sales professional’s job to change that outlook using the principles of influential selling. Influential selling is based on four key principals:
- No one likes to be sold, but everybody likes to buy things.
- People generally buy with their emotions and justify with logic.
- Treat prospective customers as if they’re your mom.
- Establish likability, trust, and influence.
