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Sales 101: Always Agree

There is a rule in selling that if violated will result in you losing more sales and turning over more prospects than anything else (other than not knowing how to close, but that’s a topic for another time). Most salespeople violate this rule time and time again then wonder why they end up with the same crappy results are selling the same amount (or even less) in their third year on the job then their first. This is no way to go through life and results in a lot of burnt out bitter salesmen.

While it may be a cliche “Don’t get bitter, get better” has a ton of wisdom to it. And it applies to everything in life business, dating, fighting, and everything else. When you aren’t getting the results that you want then there is something that you don’t know that is keeping you from it. Whenever your results are what you expect them to be then you need to change something. You are missing key information otherwise you’d be getting the results that you want.

The First Rule Of Selling

This brings me to the first rule of selling always agree. This doesn’t mean that is a prospect comes in and says “You’re a piece of shit and you’re going to give me below invoice for that car” and you respond with “Absolutely sir let me go get the paperwork” what it means is that whatever a prospect comes at you with even if you do disagree with it at first you agree with it. “I agree” “Of course” or perhaps the best “I understand”. You see the prospect isn’t necessarily looking for you to take him or her up on what they say but rather looking for something else.

Usually the prospect just wants to know that they’ve been heard and that the emotions that they are feeling have been validated. I’m going to repeat that they want to know that the emotions that they are feeling have been validated. That is key. You do this by agreeing with them and saying “I understand”, “Of course”, “You’re right” and say it with a smile on your face. This will make them feel good and become more comfortable around you helping them to drop their defenses.

Agree Then Lead

Like I said above even if you completely disagree with what they’re saying and there is no way it’s possible the first thing you do is agree…with the emotion they are feeling. Validate their emotion before all else. Let them feel the way they want to feel and validate them for it and they’ll love you. Then once the emotion has been validated and their guard dropped a little you then lead them where you want to go. Lead them with questions and truly show an interest in wanting to solve their problem. And never disagree with them.

Every time you agree with them you are making them more comfortable and one disagreement can have their defenses roaring back to life. It doesn’t matter whether you agree or disagree, simply agree. Then after you agree you lead them where you want to go and at any point in the process they go off again simply agree with them and then lead them back to where you want to go. Where you want to go being whatever will solve their problem. Remember a good portion of selling is how much the prospect likes you.

Never Violate This Rule

Agree first, close later. That’s how it works. You can’t get around this and if you try your simply going to be smashing your head against a brick wall. It can be annoying to agree with someone who is obviously pig headed or rude but always remember it is the prospects who have your money and decide whether you get your money or not. Never ever underestimate the power of being likable. This doesn’t mean being a kiss ass which people resent it means being genuine in that you want to service the prospect and make them feel good so that they will buy and you will eat.

Always be agreeing. Other then the close (which really is separate from selling) this is the most important part of selling. It is the foundation upon which all else is built and which if violated nothing can be built on. Smile and say “I agree”. Simple but incredibly effective. Never fight or argue with your prospect which is guaranteed way to lose sales and shrink your bank account. So no matter what first validate the prospects thoughts, feelings, and emotions then you will be able to lead them where you want to go.

Summary

Always be agreeing. It validates the prospects emotions (which is what they want) and then allows you to take them where you need to get their problems solved (even if that problem is just not feeling good) and grow your bank account and reputation as a great salesman. Never violate this first and fundamental rule of selling and you’ll pass by your competition (which is a generous term) in no time. Also make sure to check out the rest of the lessons in the sales 101 series.

Click here to read the rest of the sales 101 series.

If you have any questions you would like to see answered in a future post send them to me at charlessledge001 (at) gmail (dot) com. If you found value in this post then I would encourage you to share this site with someone who may need it as well as check out my books here. I appreciate it.

-Charles Sledge

Charles Sledge

5 Comments

    • Yeah got his book the entrepreneurs guide to getting your shit together haven’t read it yet. Will have to get too it, heard tons of good stuff about him.

  1. This is why pickup gets a little annoying after a while. You have to agree with the pre-programmed buffoonery of petulant children in order to get laid.

    “Well of course global warming is a issue! The only question is what are we going to do about it?”

    • I use to think that too until I got rid of all the pua nonsense and just started doing what got me results.

      I would say pickup is bullshit at least how most “puas” do it. I would say calling women out on their bulllshit is more likely to get you to sleep with them than anything. Always agreeing with the customer equals making lots of sales but always agreeing with women equals going home alone (like most puas do).

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