When you’re in Sales, there’s that point in the process of selling, where you think you’ve nailed it with your prospect! They are at the tipping point of saying YES and buying what you’re selling. But wait…there’s suddenly a long pause before you hear the disinterest in buying from you along with a few other excuses you are convinced the prospect might have made up.
What the #&*@ just happened?
Your mind is racing while you bite your tongue from screaming “Are you freaking kidding me? I have what you want and need. You even said so when we first met.”
It truly can feel like a third date gone really bad! You’ve been rejected and the prospect isn’t buying.
But, notice the word above…..FEEL? You’re prospect didn’t FEEL something they needed to buy from you. Whether it was trust, value or a comfortable connection. And when that happens, it’s as if your prospect is singing: “I want your product, I need your product, but there ain’t no way I’m ever going to buy from you!”
Ever had this happen to you? Most sales people have at one point in their career. What you need is to get out of your head. Stop THINKING your way through the sale and start FEELING your way by knowing your prospect. Start listening more and observing. Connect with them as a person and not just another sale.
Otherwise, all you will have is two out three.