The Deflector Shield and Selling

If someone you don't know, tries to sell you something, you put up what I like to call the Deflector Shield. First of all, the person you're talking to doesn't have any credibility with you, so you immediately question motives.

Credibility is everything.

The Deflector Shield is the same shield that young women use in nightclubs to protect themselves from young bucks trying to sleep with them.

What's the easiest way to lower the Shield? Instead of exposing your true intent, you need to approach in Stealth Mode.

How do you approach in Stealth Mode?
Ask for help. Literally ask for help.

Most people don't want to be sold to. But they are more than happy to help.

Imagine a young buck approaching Lady Enterprise. "Hey baby, your daddy must've been a jeweller because he placed two diamonds in your eyes".

Ugh. That stuff only works on the weak and desperate.

Now imagine this happening all night to the same Lady Enterprise, who is in full Deflector Mode, when a more sophisticated young buck approaches and says, "Hi, my name is XYZ and I'm wondering if you can help me out. I just bought this new shirt but I don't have much of a sense for style. I have four brothers at home and I'd like to get a woman's opinion. What do you think?"

Bye bye deflector shields. Maybe a conversation develops and maybe it doesn't. But the second guy has a much better chance of converting the sale once the shields are down.

Take that same idea over to the business world. Most salespeople use the first approach telling us whatever we want to hear so they can get into our pants.

But when someone comes along and asks for our help, we generally lower the shield and listen to what the salesperson has to say. When these people get into our pants, it doesn't feel as icky.

We are all in sales. So the next time you need to sell something, whether it be a product, service or idea, try asking for help instead of coming on too strong.

There's a bigger chance of success and a lesser chance of being a douche.