I didn't know that salty-sweet was an American thing? As for selling fear, I suppose that is one way of looking at it, but I don't actively do that. I do like to "challenge" assumptions and place some doubt in the mind of the person I'm selling to. I have a rule though and it has served me well. I never compromise my authentic self. I will not say or do something that isn't natural to me in order to win business. People pick up on that. When someone says "no" to me or that they aren't interested I get to the bottom of "why" and I challenge that. I then lead the conversation/situation in a way that makes them realize that my product/services are the solution to their obstacles, but I do it in a way that makes them feel like they came up with the idea, not me. It's an art form and when I'm doing it at the highest level, I feel like an athlete at their peak performance. I've worked very hard at getting to where I am from a communication standpoint. It doesn't just happen. But I would challenge the idea that effective selling is about fear, I'd say it's about solutions. Two sides of the same coin really. Solutions to what? -That which they fear.
Yeah, I don't know that it is an American thing, but hey, his words. That sounds like a pretty good rule. I'd imagine in a job where your "number" is key, that the temptation to compromise yourself would make itself available very easily, especially if things are not going as smoothly as they could. I think you're right; the guy I was talking to wasn't anyone I know particularly well and could very well have been exaggerating his view a bit. Most of the positions I'm applying for have a sales aspect, so I'm glad to hear that it's not all about fear. I like the idea of selling solutions much better. Though, I do often take a look at the way people react to things they are exposed to from news outfits and how advertising works and I can't help but be convinced that a lot of people selling things are at least using fear as part of their pitch. I mean, take a look at Nestle's disastrously successful campaign for selling baby formula:"The nurse began by saying ... breastfeeding was best. She then went on detail the supplementary foods that the breastfed baby would need ... The nurse was implying that it was possible to start with a proprietary baby milk from birth, which would avoid these unnecessary problems."
I take a three-step approach to calling on a new business. 1. I ask about their establishment -I want to learn as much as I can about them. 2. I ask about their goals and 3 I ask what the obstacles are to achieving those goals. Those three things are literally enough for me to sell anyone. Establishment
Goals
Obstacles I call it the EGO process. The "obstacles" part is what your acquaintance is referring to as "fear."
There everywhere, you are right. Usually I would kick my own ass for even suggesting such a thing as this. But... if it works, it works and I would be selfish to hide such pearls of wisdom. How goes the job hunt?
Well, just like real hunting, it's hard to hit anything when there are a lot of other hunters in the area. I get that hiring departments must be swamped with applications and that's part of why it takes so long to respond to applicants. That said, it seems like they need to hire more people so that it goes quicker. Trying not to get too down about it.