I receive several e-newsletters and blogs via my email. This way I don’t have to go out and get the input I want. It comes to me in my inbox and I can look at it now or later. This blog is available that way. I don’t blog every day, more like once a week and I try to make it worth your while. This morning I found this interesting and true.
One time someone talked to me about this. They said, don’t think you know what others are thinking. You have to ask. This is true in sales too. Many new sales people encounter a negative buyer/prospect and at the end of the presentation, since things seemed negative, they don’t ASK for the sale, or ask if the prospect would like to move forward on the project. Many times decision makers are nervous about going forward and this expresses itself in a negative attitude, but inside they may be saying,”this is interesting and I want to go forward, I’ll see if this guy feels the same way.” Then at the end, the sales person just packs up and leaves never asking if the prospect would like to go forward. This was a major eye opener for me in two respects. First with my perception of my boss at that time and second when I started to close buys by people who seemed negative at first.
This video pretty much tells the story:
http://www.youtube.com/watch?v=TxG3cepmkLA&feature=player_embedded
Have a good day and don’t assume anything about what people are going through right at this moment. ASK
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