As sales professionals, we must accept that the service or product we are selling to prospective customers is likely not among their immediate concerns or even on their radar. You might be thinking that the right way forward is to convince prospects that they should be focused on what you are selling, but this path would be a mistake.
Instead, you need to understand where each prospect is coming from, where each now stands, and how each sees his or her needs and overall business. To gain this understanding, you need to develop questions, not about your product or service, but about the particular prospect. Only when you’ve narrowed down the prospect’s issues and goals are you in a position 1) to show how he or she can benefit from what you have to offer or 2) to explain why your product or service would not be of benefit.
Either way, having and showing this understanding helps you build trust.
Follow me on Facebook and Twitter.
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.
