bytmergel02-16-201011:42 AM - edited 02-16-201011:44 AM
Today we are joined by Linc Miller of Sandler Training. Linc will be hosting a webcast entitled "Earn Customers for Life" this Thursday, February 18, 2010 at 10 a.m. PST / 1 p.m. EST. You can register now to attend this webcast.
“Are you Listening or are you telling your prospects what you think their problems are?”, this is the question I frequently ask my clients.
This is a question that deals with the Past and not the Future.
This might be a stretch, but, what I have discovered is that novice or even seasoned sales people focus on fixing the problems of potential customers by only slightly listening to what their prospects are saying about their current or past condition and then projecting what would be different in the world of the prospect if they, the Prospect, chooses to work with the salesperson.
When a Salesperson only focuses on the future he or she is leaving the real issues dormant and allowing the door to stay wide open for a Professional Salesperson to ask the right questions to generate True Trust and Credibility. Funny thing is that, Salespeople believe they are solving the problems of the Prospect by telling the prospect what the solution to the problem is without fully discovering how the prospect even arrived at that situation. The whole time the novice Salesperson is patting themselves on the back, while the prospect is just feeling as if they are being told what to do without actually being listened too.
So, can I ask you a question?
Do those of you who are reading this blog like to be told what to do or how to do what you are doing? In some cases when you have asked for the help, being told what to do works and in other cases we LOVE to come to our own conclusions that we have chosen the right path. True Sales Professionals gets out of the way of where their Prospects want to go, and co-create a solution with the Prospect by understanding the path that the Prospect followed which carried them to the present condition or situation.
Instead of Jumping to the Future and projecting your desired outcome, take your time and fully understand the reasons behind why the Potential Buyer arrived at your doorstep wanting to know about you and your company.