In Fort Wayne, a new radio station was launched last week that stirred up some hoopla with their new name, "The Truth", a conservative FM Talk radio station.
But the real truth is not political, it is simply being honest.
Check out this insight from my email:
Daily Sales Tip: Inviting the Truth
The main reason prospects suddenly vanish is that they're uncomfortable telling us the truth. They don't want to disappoint us, or they don't want to feel sales pressure from us. So keeping us at bay just feels better.
And we can't really blame them. How often have they been called and called, chased by salespeople who hope to wear them down?
Or how often has your own boss said, "Call them back and get the sale. Why is it taking so long?" Your boss blames you, and you feel that you're not very good at selling anymore. So now you have to put pressure on your prospect. And of course this only makes things worse.
This happens every day. We're stuck in that endless cycle of chasing prospects, trying to get them to respond to us. And the more we press, the more they run.
But the opposite is true, too. The more we relax and simply invite the truth, the more straightforward they'll be with us. Prospects feel okay sharing what's really going on when they know we're okay with hearing it.
The only way to discover the truth is to communicate in a way that helps the other person feel comfortable telling you the truth. What you don't want is for them to think you're calling just to make the sale.
Remember, prospects will trust you and reveal what they're thinking only if they feel like you're on their side.
Source: Sales consultant Ari Galper
Posts
No comments:
Post a Comment