Sales Witchcraft and the Insanity of “Turn-and-Burn” Selling Strategies.

Far away in the magical land of sales wonderment there lies the holy grail of selling immortality.

A place of "drop the facts on you" efficiency where all you need to generate massive amounts of revenue is you spinning through the scripts that came alongside your amazing product.

Scripts so magical that objections fall away in front of your mighty verbosity.  Scripts so powerful you don't need to know anything about the prospect or the reason you are there.

The scripts are enough.

Enter the land of the "one call close".

A land of magical unengagement.  A place where you get what you want first.  An opportunity for you to spent as little time as possible creating as big of a deal as possible.

And if it all sounds too good to be truth, that's because it is.

You can't care less and win more.

It's really that simple.

But that doesn't stop us from agreeing with the sales rep who makes the off-hand remark that: "He doesn't want to deal with the details.  He just wants to "turn-and-burn".

We applaud that guy as if he is the last bastion of sales efficiency and thought leadership.  A true example of effective qualifying and "trusting the process".

But that guy is really a moron.

And so are we for buying into the selfish insanity of "I'll care when it benefits me" style of business.

But that hasn't stopped us from romanticizing ridiculous turn-and-burn sales strategies:

  • We imagine that a perfect set of closing lines can replace genuine empathy and a relationship.
  • We expect that enough marketing emails can replace personal attention and the discipline to prospect better.
  • We want to believe that by backing our customer into a corner with our "consultative selling" that we can force them to act quickly instead of giving them space to feel in control.
  • We assume that getting another customer is a better strategy than making sure our existing customers stay satisfied for life.

Fantasy land might create a wonderful sub-plot for Hollywood, but it's crippling your performance.

Caring is simple.

You do.  Or you don't.

And despite how you might try to justify your selfishness, all of us around you see the ugliness of your attitude and actions.

Someday you will too.

But it might be too late to do anything about it then.

Maybe it's time to rethink things now - while you still have a chance to change the world.