One of BC Business Magazine’s “Business Sense” Articles ..

… makes no sense to me.

I get an email feed once every two weeks of BC Business Magazine’s headlines.

Here below is what I got this week.  The first article notes that sales is no longer something to be suspicious about, as in "Long gone are the days … you had to grow a forked tongue and a pair of horns.  Today’s world of sales is all about relationships and trust".

The last article headlined features Dennis Parsonson at Commercial Electronics lying, so as to create a sense of scarcity.

Where’s BC Business Magazine’s editor when you need her or him ? 

Someone please call Andrew Keen .. this damned Internet is killing off the world of sales as welll as all of our culture.

.

How to Close
by Jessica Werb

Long gone are the days when being a salesperson automatically meant you had to grow a forked tongue and a pair of horns. Today’s world of sales is all about relationships and trust. Which is all well and good, but how do you go about sealing the deal in this age of niceties?

See the signs
It may be subtle, but people will give off signals when they’re ready to close, says Shane Gibson, president of Knowledge Brokers North America and author of Closing Bigger: The Field Guide to Closing Bigger Deals. “Non-verbal buying signals would be the fact that their posture has changed from closed to open or they’ve got continual positive body language, like open arms, nodding their heads, good eye contact,” explains Gibson. Questions about financing options, discounts and warranties also indicate the buyer is ready to commit.

Create scarcity
Dennis Parsonson, a veteran of high-end electronics sales at Commercial Electronics Ltd., says one of his favourite tactics is to create a sense of scarcity. Once a consumer has voiced interest in a particular model, he’ll say, “This isn’t something we necessarily have. Let me check if we have it” – that’s even if Parsonson knows it’s in stock. “When you come back and say, ‘Yeah, we do,’ then they’re pleased. That sense of scarcity means it’s special and unique.”

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