Probably the most asked question when discussing frustrating situations for salespeople. My response is; “Why? Why should they return your call? What’s in it for them?”
You had a conversation with them. They asked you some questions. You asked them some questions. But did you uncover and help them discover their reasons to take another step in the sales process towards their desired outcome? Let me stress – their reasons – to continue – not yours.
Prospects are motivated to act based on their reasons, not yours. They are selfish that way. And they should be. They are guarded, cautious, protective, defensive, offensive and skeptical. More importantly, they are cheap, frugal, tight, and prudent. All of which can work towards your advantage, if you position yourself correctly. Let me explain, but first, ask you a question. [Read more…]