The Truth Behind Linear Selling : Why it Can Make Prospects Run the Other Way
The Truth Behind Linear Selling : Why it Can Make Prospects Run the Other Way
Sean works for a major telecom company.
During one of our coaching sessions on how to master Unlock The Game™, he told me, “I’ve been diligent about following the sales process that my company believes is required to make a sale — but, for some strange reason, my prospects don’t want to fit into that process.
Here are some suggestions about what to say and do in a sales situation.
* Integrate trust-building language into your conversations with prospects so they’ll feel comfortable telling you where they are at in their process.
For example, saying “Where do you think we should go from here?” invites them to tell you the truth, while “Why don’t we set up a next appointment to discuss our next steps” gives the impression that you’re trying to take control.
* Rather
