Are you truly interacting with your prospect, or - are you just projecting your opinions / pitch onto someone, hoping they will buy into your idea? I thought about this following some conversations I had earlier on Sunday. Sunday I was at Church. Yeah, it's pretty good. I'm not just there as I have nothing better to do that day. er... OK, well, I DON'T have anything better to do on a Sunday then go to church. But that's the point of going? Whatever; this is a blog for sales related stuff not debating Church. We're being distracted here! Honestly though, and maybe I shouldn't admit to this; there is one thing that I don't look forward to about the experience... I hate the conversations afterwards with some people! Let me explain. Clearly, these people are sold into the faith for possibly a better life now and to look forward to. But apart from that... The thing is they ask me how things are, then if I say anything bad they will just project their opinion on how my life can be so much better, by following God, and following Jesus. I feel like I'm being lectured at! Often, it can feel like I'm just waiting for the conversation to end so I can move on with the rest of my life. Thankfully the sermons are more enjoyable! My point is, as a sales person you may be sold completely on what you are offering and you may be able to offer the perfect answers for your prospects ' needs but, if you just tell the prospect how it is great and why it is great then you will frustrateyour prospect - as they need to believe it for themselves. Just to have your thoughts projected on to them won't necessarily make them as enthusiastic as you may be! Keep pitching at your prospect andyouwill feel frustratedtoo. You will spend your time and personal energy saying lots about a solution to your prospect who may just lose interest, just simply as a concern they had wasn't properly addressed (or maybe it was - but they had already zoned out...), but they didn't want to go through the process again to get that specific concern resolved. The answer to this is to interact with your prospect, so you can match the relevant areas of your solution to what they need. Through you talking with them, your prospect can understand it for themselves. They will feel comfortable to discuss areas they didn't understand with you so they develop a natural desire for what you're offering. They will feel as happy about it as you will be... ...as you win another happy customer! Happy Selling! |
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