They’re looking to buy
Recently, I heard something that left me completely speechless
A well meaning sales manager was counseling a new sales person about sales and made the statement that:
“All Customers were looking for a reason not to buy”
This statement is wrong on many levels
please hear me on this…
1. Its a built in excuse
When the customer doesnt buy it gives you the “easy” way out
” I guess they found their reason not to buy .”
2. Operating on this premise will create combative sales interaction
If you approach each prospect with the assumption that they are just looking for a reason to tell you no, you will sell in such a way as to combat the unspoken objections. Your focus SHOULD BE on the many ways your product and service can enrich their lives. Objections will surface if they exist, but a good presentation will focus on the positives
3. This way of thinking is de-motivating and harmful to your production
If you go into work every day convinced that people would rather tell you no , Where is your reason to get excited? Why aspire to know anything at all about a product that no one really wants ? The natural result of this type of thinking will be a drop in your confidence, and a constant stream of lost deals.
YOU SHOULD APPROACH EVERY PROSPECT AS IF THEY WERE WAITING FOR A REASON TO TELL YOU YES !!!!!!
1. Because it is true
They stopped in because they have interest in your product or service. They either want one today or they anticipate wanting it in the near future THEY ARE SHOPPING !!
2. Because letting the customer BUY is the easiest form of selling
When a prospect has a desire to own your product , and the opportunity to own your product , All you need to do is show them the advantages of making this purchase with you and your company
3. Its a far better attitude
I am certain that an Athlete enters a contest with the expectation of winning, a Surgeon operates with intentions of a cure,
and a Sales person should EXPECT a sale !!