The minute an amateur salesperson hears a prospect’s problem they start to assume. They probably have seen the issue many times before, so they think they understand the entire situation and therefore try to solve it. The salesperson begins demonstrating their know how, all their features and benefits, even worse they interrupted the prospect! More often than not, the end result is a prospect that obtains your expertise for free with no commitment. The most tragic part of this scenario is the sales person winds up not really understanding the prospect’s motivations for buying. Don’t Assume, listen to your prospects, ask questions and try to uncover the real problems your prospects are facing.

Think about this before your next sales call, or ask for help from Sales Concepts at 440-835-1529.

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