As a salesperson, you have a lot of control over what you do. In fact you have way more influence over what you do than the average 9-to-5 cubicle slave.
You’ve got to choose how you spend your time wisely.
Recently I got an email from one of my customers, Cathleen Torrisi, from Rhode Island, and she has learned how to find out her prospect’s intentions fast, so that she doesn’t waste time with the time-wasters..
Hey Shamus, here is the most effective skill I have learned from your Persuasive Selling Skills:
When a prospect during a presentation starts objecting or hesitating and I am sensing that I am not getting the sale, I will say to them ‘it sounds like to me that you really don’t think you need this’ or I will say ‘I am getting the sense that you are not ready to buy this today.’
It really works!!! Prospects will either say ‘yeah, you are right, I don’t think I need it right now’ or they are so used to a sales person putting the hard sell on them, they are taken aback (surprised) by this approach — either way, you find out immediately what their intentions are, if you are moving forward to get the check or you are leaving to find your next hot prospect!”
With greater control, comes greater responsibility though, mostly importantly to yourself.
Not understanding exactly where a prospect stands as to whether they want you or not is intolerable, and is THE root cause as to why you lose deals late that you either could’ve walked away from early or changed the game in your favor.
Discover for yourself right now how to find out fast what your prospect’s intentions are with the Persuasive Selling Skills Audio Program right now.
Sell with Pride,
Shameless Shamus Brown