The job of the sales professional is to help each prospective customer make the decision about what is best for him or her. You’re not to leave the choice to them, and you’re not to take the decision out of their hands with some manipulative trick. You’re there to help the prospect through the process of consideration.
If you’re engaged with a prospect, chances are he or she needs what you have to offer, but sometimes what you sell isn’t what’s best. In this case, don’t push the sale, but don’t let the exchange go to waste. Recommend that the prospect not buy from you while asking for recommendations from the prospect if he or she comes upon someone who could use your product or service.
Author: Nathan Jamail
Nathan Jamail is a keynote speaker and bestselling author of 5 books, including his most recent “Serve Up & Coach Down.” With over 25 years of leadership in Corporate America as a top Director of Sales and a small business owner of several companies, his clients have come to know him as “The Real Deal.” Nathan has taught great leaders from across the world and shows organizations how to have a “Serve Up Mindset” to achieve maximum success. His expertise doesn’t come just from research or interviews. It’s from living the life of leadership for over 25 years. As a sales leadership keynote speaker and author who works with thousands every year, he challenges leaders to be the best version of themselves and settle for nothing less! Check out Nathan Jamail’s books, articles, keynote presentations, and blogs at NathanJamail.com or follow us on LinkedIn, Facebook or Twitter.
