Scare Tactics Selling; Just Like Fake News and Alternative Facts          

I guess it’s the era as it seems we’ve regressed to the days of misleading everything. Let’s ignore the political stuff even though it seems worse than ever (maybe it’s the speed at which things travel these days).

I’ve been hearing ads for a tax mitigation firm saying, “The IRS is unleashing an army of enforcers….” In other words, only we can save you from having your house, car, and first born taken by the IRS.

Yet at the same time the Seattle Times had an article titled, “Fewer Americans face income-tax audits as IRS loses more agents to budget cuts.” Now which is it, an army of enforcers or fewer employees out there? My guess it’s the latter.

Scare tactics selling. I’m sure it works or they wouldn’t do it. Sounds very 1960’s selling to me (think the reputations of used car salespeople).

Contrast scare tactics selling with what I heard at a workshop last week. A wise sales trainer told us the most important thing he learned from a corporate buyer was “buyers want to be sold.” Not manipulated, not pressured, not mislead, but sold with solid information.

Why? Because this allows them to justify their actions to their boss, the board, a committee, themselves, and, most importantly (if a personal decision) their spouse. Everybody reading this sells something – okay, bankers actually rent money not sell it. J As I tell the students at my class at the SBA, if you ask good questions, understand the issue, and present a solution that provides value the qualified buyer will buy from you.

“Like a narcotic, rudeness offers a sensation of glorious release from jailers no one else can see.” Rachel Cusk

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