IF NOT CORRECTED, DESPERATION CAN BECOME THE NEW ISSUE
Whether we believe this or not, every one of us gives off certain vibes that can make a prospect feel good in our presence, and at other times feel really uncomfortable. Discomfort, in turn, can create doubt and doubtful and uncomfortable prospects tend not to buy. The same doubt can be just as apparent when we leave a voice mail as it is when we sit down in front of a potential customer.
Women are usually better at sensing this than men are, but men also sense things just as quickly if they are constantly observing, evaluating and analysing the performance of others . . . and that’s what most managers do.
PROFESSIONAL SELLING IS NOT A MONTH TO MONTH PROPOSITION
If the purpose of business is getting and keeping customers, then the purpose of a salesperson is to develop a customer who will buy more than once and whose experience will be so positive that they will give the salesperson additional referral business too. Salespeople who have lost hope or are anxious are the ones who perform differently than self-confident, hopeful salespeople.
Desperate salespeople also have a different mindset, their purpose for making calls takes on a new purpose, and that purpose is to make a sale at any cost in order to keep their job for another month.
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