The Invisible Fence Of Sales

The Sales Fence

The invisible fence routine exists for every prospective client. They sit on it, and sellers sometimes let them. It is up to the seller to move them off of the fence, and toward a decision.

Many Forms Of An Invisible Fence



“We’re Interested.”

“Let us think about it.”

What Sellers Believe

Sellers are always hearing something that may not exist in the sale. Specifically because they believe in the positivity that the sale is about to be completed. After all, they’ve worked so hard at trying to achieve the sale, that seeing it to fruition is part of their overall goal. As if there is something as expansive as the Maginot Line within the process, between a “yes” and a “no.”

Sellers listen to their prospective clients perform these invisible fence routines and fall into the trap of believing that they’re real expressions of where opportunities are within the decision-making process. This can happen in any type of scenario, whether it be personal or professional.

What Clients Know

None of those routines are a true reflection of the reality, at least not 98 percent of the time. That’s why the sales process is nothing more than a freak show dance between a serial liar, known as the prospective customer, and the hopeless romantic, known as the delusional, desperate sales person.

The False Narrative

Sellers tend to walk around with this false notion that there is a wide invisible fence for clients to sit on. Between the ground covering “yes” and the ground covering “no.”

The trick is that there is no fence.

Only a “yes” or a “no.” The rest is an illusion created by the prospective client to exist the sales process if necessary, and the delusion on the seller’s behalf, believing that the fence exists at all.

When a seller stops believing in fairy tales, they tend to do better during the entire process. A client can create whatever illusion they want, but in reality, only they are standing between a “yes” and a “no.”

Greg Bennett

Greg Bennett has trained multiple sports franchises over a 20-year sales career, and is a successful podcaster. Bennett will be teaching "Sales Staff Management Skills" at the Sports Sales Boot Camp in Pittsburgh on June 28, 2016.

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