Buying is emotional; selling should not be. This does not mean that you don’t present with conviction, and occasional enthusiasm when appropriate. Once you become emotionally involved in your sale, it becomes difficult to see the situation clearly. Emotion fogs clarity. A common occurrence is to get excited and start counting dollars when a prospect says they like something about your offering. Instead of jumping to an early assumption that this is a likely sale, clarify what they like. Ask gain questions instead. For example, “That is good to hear, how do you see this helping you?” or “How much do you think this would benefit your situation?”
By clarifying, you learn how much this will contribute to a positive buying decision. Secondly, and more importantly, when they express the perceived value, they are selling themselves. A prospect’s data is always more credible to them than yours.
Author: Garry Duncan, President Managing Principal is a sales and management consultant and sales trainer at Leadership Connections with over thirty years of experience. Graduating Magna Cum Laude in Marketing, Duncan, credentialed by the Alliance of Professional Consultants, has also obtained certification through CMSI (Certified in Marketing and Sales, by the Dutch Council of ISO 90013) , Certification in Behavior Styles, Personal Attitudes and Values, and is also a Certified Attribute Analyst.
Learn more about Garry: Click Here.
“It’s a lack of clarity that creates chaos and frustration. Those emotions are poison to any living goal.” – Steve Maraboli, Life, the Truth, and Being Free