Last week’s post, Whose Eggs are They? (http://mnsales.com/eggs/), generated a common perspective of the interaction between a prospect and salesperson. Below is the comment with my reply. If you’d like to comment, I welcome your perspective.
“I would recommend just a bit of twist on this analogy to really make it stick. I think the comment of “we have to help our customers find their eggs” is just a slight bit off. I think the customer knows where their eggs are most of the time, we as professional sales people have to help them feel comfortable in revealing their eggs (problems) to us! It is human nature to hide or mask any weakness or mistakes. We know where they are most of the time. We don’t need help finding them, we need help in admitting to the problem and in guiding our customers to a better way. I also would not start with the consequences for not buying from me. I would start with connecting with the customer so they know and understand that I am competent and that I have character. Once this is established, they will trust me and as we all know, you have nothing without trust. My two cents!” – Rob
Thanks Rob for your comment and sharing your perspective. With your two cents, I see two areas I’d like to touch on. And thank you again for submitting your comment. I’m grateful and welcome your response. [Read more...]