Are You Chasing Ghost's?

How many times in your sales career have you heard these dreaded words, “I am going to need to think this over?” In my career have heard those words and I would rather have had the prospect simply tell me “NO”. It’s not that I don’t want the sale but what does “THINK IT OVER” really mean? Most of the time, it really is just a nice way of telling the salesperson “NO,” but then are we chasing a ghost?

So why don’t they simply just tell the salesperson NO? It is actually a simple explanation; it’s easier. Inherently human beings don’t want to disappoint one another, so rather than telling you NO they tell you they need to “think it over”. Now you, the salesperson spend time following up with a potential sale that was never going to buy from you in the first place. They held hope over your head and you being the professional that you are spend countless time and energy following up when you really should have moved them into your NO file.

It is not that prospects are bad people but they don’t want to disappoint us. More than likely you have built rapport with your prospect and it is easier for them to avoid your calls and let you talk to their voicemail than give you the decision that they promised to give you.
If you are struggling with prospects giving you a decision call Sales Concepts 440-575-7000.

"Do you Sell, Or Do You Tell?"

Salespeople love to talk, especially about the features and benefits they are in love with. Have you ever talked too much and actually talked the customer out of the sale?

Did you ever stop to think that all this talking may be doing more harm than good?

As the prospect, do you wish the salesperson would just shut up? How did you feel when the salesperson talked too much? Comfortable? Probably not. Remember, people buy from people that they are comfortable with. Selling is asking the right questions, not telling your prospects about features and benefits. You will gain greater trust with your prospect if You Sell, Not Tell!

Think about this before your next sales call, or ask for help from Sales Concepts at 440-575-7000.