People love to buy, they hate being sold. You’ve heard that before and know it’s true, yet many salespeople still go in with the objective to “sell” the prospect. We often start by asking questions but when we see that first opening (need)…bam, we’re sellin’! Often, unintentionally, the “feature benefit machine gun” comes out and were blasting the prospect with our “best stuff.” They feel pressure and ironically so do we!
One of the great challenges that face all of us in sales is the reputation that has been left by all of the “amateurs” that have come before us. Whether you like to admit it or not, there is a negative stigma still associated with the sales profession. Remember the old game “password”, I give you a word and you come up with clues (synonyms), to get the contestant to guess the word. If the word was “salesperson” what would some of your clues be?? I’m not asking you to think of yourself but of all those “other” sales people out there. If you’re honest, it’s not pretty.
In my last post, on how to answer “what...
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