On Monday, I wrote about The God Sales Objection.
Some people felt I was really shameful for picking on the notion of someone praying (well, actually I am not shameful, I am Shameless).
But I really wasn’t picking on anyone for praying. I was using the story to make a point.
Unfortunately some people’s emotions cloud their thinking, and prevent them from seeing the lesson in a story.
Yes, I took a lot of email flak for that email.
But don’t worry ’bout me, I’m OK.
My Industrial EGO is protected by a Kevlar vest. No damage done here. The flak bounces right off of me.
One particular email sums up the attitude of those shooting in my direction…
I think praying over a decision is wisdom, not an objection!
The common thread that I saw in many of the emails I got was that this guy thinks that the prospect’s objection is reasonable.
And that folks is a huge problem for this seller, and many, many others out there.
You see when you start thinking your prospect’s objections are reasonable, you are in trouble.
You are in trouble because on every sales call, someone makes a sale.
Either you convince the prospect to make a decision for what you are proposing, or you buy your prospect’s limitations.
Either way, someone is buying.
It’s an easy mistake to make. It happens all the time. Even I am guilty of this too.
At a core level of our selves, we all want to connect, be liked, and get along with others. So except for the psychopaths of the world, it is natural to empathize and understand the reasons people give for not making a decision with you.
And all of us come into sales with more experience in buying than in selling.
But your job in sales is to help people to make a decision.
Because if you don’t make the sale, not only have you not helped yourself, your family or your company, but you also have not helped your prospect.
Until your prospect makes a decision, whatever they are trying to move forward with is on hold.
Eventually most people do come to some decision. They come to a decision when their emotions tip the scale far enough in a direction to either do or not do something.
But they often come to that emotional decision point when you are not around.
And like I said, your job in selling is to help tip that scale.
So if you honestly believe that what you are selling is good, and helps people or their businesses, then should do everything you can to get them to come to a decision faster with you.
You want to learn how to become an emotional seller. You can learn how to trigger emotions and leverage your prospects into making faster decisions with you with the Persuasive Selling Skills Audio Program.
Make the critical mind-shift into seeing people’s limitations and excuses for what they are, and not as something reasonable.
Remember, on every sales call, someone is buying – make sure it’s your prospect and not you.