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Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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MCCC Blog |
Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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Very often, prospects don’t tell us the whole truth about their situation, especially at the very beginning of the relationship. Why is that? It’s probably because they are concerned that they’re going to be taken advantage of, and they’re waiting for evidence that they can trust us with the facts of everything that is going on in their world. We need to understand that, so we can build up the trust. Don’t we expect the same of the salespeople who work with us? When we walk into a furniture store, with the clear intention of picking out a sofa, what do we say when the salesperson approaches us and asks, “Can I help you?” We say: “No thanks, just looking.” We’re doing a lot more than looking, but we don’t feel comfortable sharing that yet with the salesperson. Why not? Because there isn’t really any relationship to speak of. So there’s no trust built up.
At other times, prospects don't even know what their real issue is, which means they can’t tell us what’s really going on. The problem is there, and you're both involved in discussions about it, and they’re taking part in those discussions with every good intention. The challenge is that they’re saying is the real issue – but in reality, X is a symptom of Y, the real problem. But because you believed them, and trusted in their assessment, you got to work on fixing X. And that means skipped right over the root cause. It could have been a lot different if you had slowed things down, asked a few questions, and worked your process. But you didn’t. You assumed the prospect was telling you the truth. In the medical industry, if you're solving the wrong problems and you jump to the wrong conclusions,. that's called malpractice. In sales, it’s called losing an opportunity – and a relationship – possibly forever! That’s too high a price to pay. So we want to be realistic, and a little skeptical, about everything we hear from prospects. We want to always be thinking, “I heard what they said, but I'm not sure that that's an accurate statement, because they either don’t really know what’s going on, or maybe because they’re protecting themselves. And we want to act accordingly, by confirming each and every important piece of information. Pick up a copy of this report, 3 Ways to Deliver an Effective Sales Presentation. Register for a FREE Sandler Training session here: tailwind.sandler.com Comments are closed.
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Please Note: The views and opinions expressed here are those of the authors and do not necessarily reflect the position of the Morris County Chamber of Commerce.
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The Morris County Economic Development Alliance (The Alliance) is an affiliated 501c3 Nonprofit of the Morris County Chamber and includes the Morris County Tourism Bureau, the Morris County Economic Development Corporation and Connect To Morris
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