Your prospects have their reasons for buying – that’s easy; this product/service will make my life better in this way or that. If we create a stronger more compelling desire in the customer for buying, we can overcome some resistance. But it’s their reasons for NOT buying that you have to understand just as well.
The secrets to your selling more often lie in the customers reasons for NOT buying. What are they for your prospects? How do you uncover and address them?
Hey Larry,
Forwarded this one on to the Sales Team!
Thanks for the food for thought…
~LA
You have to be a good listener who is not afraid to ask questions. But you also have to be able to see behind the lines in order to pick up on things that were not said but need to be asked. Most people want to express themselves and as a listener you have the advantage to stir the conversation in the direction that serves everyone.