What Good Cops And Good Salespeople Have In Common

Dear Friend,

On page 16 of this month's Seductive Selling Newsletter - http://www.kingofcopy.com/ssnl - I reveal the top 7 characteristics "Natural" salespeople have.  Which one of them are you relying on most -- or maybe even more important -- which one of them do you need to WORK on most?  Find out on page 16 and in example 8 of the extra sheets!

Right now I'm reading a book called "What Cops Know" by Connie Fletcher.  Fletcher, whose sister is a cop, interviewed 125 different Chicago cops over a 3-year period to get insight into... what cops know, of course.

And ironically, some of the characteristics that make a cop effective, are the same characteristics that make you an effective sales person.  (That was very politically correct of me, wasn't it?  I mean, saying sales "person" instead of "salesman", no?).

For instance, a lot of cop shows on TV or in the movies show you how being a tough guy and coming down hard on someone for long enough, intimidates them and gets them to "open up" to you, spilling the beans about something that went on, or about a crime they committed. 

In reality, nothing could be further from the truth.

It's when you're nice to someone -- showing them empathy, compassion and understanding -- that they'll TRUST you enough to open up and spill their guts to you.  Of course, the most difficult thing about getting the scum of the earth to open up to you, IS "being nice" to them, when what you'd really like to do is strangle the life out of them. 

Let's face it, it's tough to tell a child molester or a some whack job, "Listen, I understand how you feel.  I want to help you out."

But the point is, good cops -- by establishing trust and rapport -- are getting their suspects to take the DESIRED action they want, using the EXACT same techniques good sales people use.

For starters, you must ALWAYS empathize with your prospects.  (I cover this VERY extensively throughout The Seductive Selling System - http://www.kingofcopy.com/seductive and show you literally DOZENS of examples of how to do this.)  If your prospects can "sense" you understand what's going on inside their mind -- the pain and the angst they're going through, the struggles and frustrations they're experiencing -- they'll KNOW you are someone who's on their side.  That you're the kind of genuine person who really really wants to help them get over these issues and let them move on with the rest of their life.

As opposed to "thumping" someone over the head, repeatedly pushing your goods and services on them.  This is about the BIGGEST turn-off, and it's also the very WORST positioning you can give yourself.  PUSHING is the call of the desperate and the needy, NOT the calling card of the wealthy and successful.

You've got to be "opening up" and letting your prospects know you have nothing to hide.  It's the same thing that cops (insincerely but with a sincere motive) do to get madmen to fess up, and if you use it wisely, you'll get your prospects to take the desired actions YOU want, using these same skills.

Now go sell something,

Craig Garber

P.S. Here's How To Avoid Self-Sabotage: http://www.kingofcopy.com/science

Any comments?

Send them to me by scooting over to the contact form on my "Here's How To Contact Craig" page, and maybe I'll publish them -- I appreciate your feedback!

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