High Probability Selling
Prospects and customers, no matter their titles or status, are people like you and me. We all have a very strong preference for dealing with people that we respect.
The degree in which a prospect feels respect for the salesperson is extremely important. It is almost as important as their trust in the salesperson. We don’t really know whether it is a deliberate behavior of top salespeople to maintain their dignity and self-respect, or whether it is a character trait. Either way, it is very important to adopt that attitude and learn that attitude and behavior if you want to become a top producer.
Many of our highly successful graduates have reported tremendously improved relationships with their prospects and customers. They also cite far greater enjoyment in their work and much higher levels of self-esteem.
Becoming someone who is a widely respected salesperson is relatively easy to learn how to do.
It starts with the disqualification mindset. The stated purpose of each prospect contact is to determine whether there is a mutually acceptable basis for doing business, now. If not, you will (temporarily) disqualify the prospect. That enables a relationship of equals. You, the salesperson, are no longer a supplicant.
One simple step can be that you stop saying “Thank you,” when the prospects have done nothing more than share time with you. You understand that they not doing you a favor; they are with you in the hope or expectation of getting something that they want. Your time is just as valuable as any prospect’s time; if for no other reason than it is your life.
Adopting an attitude of dignity and self-respect enables you to be comfortable about saying “You’re welcome” and mean it, when the prospect says “Thank you” as he/she hands you a signed contract.
Of course, it is much easier to do if you know how to acquire an abundance of high probability prospects.
If you want to learn the process and mindset of top producing salespeople, you want to learn more about High Probability Selling.
Until Next Time…Sell Well
Jacques Werth – High Probability Selling