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I have a great method for sales, and I call it the “shock and awe method.” And what it is, it’s really about disruption. If you think of the amount of noise that everybody gets during the day. You wake up in the morning, you turn on the radio, you’re getting bombarded. You get in your car, you turn on the TV, you’re online. You have all these messages. People are busy. Their minds are cluttered. It’s like, “Wah!” And then you walk in to sell something. People don’t want to listen to you. Why? Because they’re already thinking about all those other messages.
The key to selling anything is to disrupt and shock the message. Before you get somebody to buy something, you have to get them to listen to you. And the way you do that is you have to disrupt what they’re thinking. So one of the things I used to love to do is if I’d walk in and people were expecting me to pitch them a product right away, I wanted to go in a completely different direction.
So instead of telling them how great my product is, I would walk in and I’d say, “Oh my gosh. Really appreciate you taking the time today. I’m so excited about your company. I just read you guys did a big acquisition. Tell me a little bit about it.” So I’ve done two things there. I disrupted their expectation, and, secondly, I’ve asked them about themselves. Keep in mind: human interaction. People love to talk about themselves more than they want to listen to you.