In sales it is absolutely crucial to see things from the client’s perspective. If you are too controlling you may end up painting a seagull in your prospect’s picture. Basically, if you try to force them to see your point of view, you may not only lose the sale, but you may never truly be able to see the pain for any of your prospects.
A better approach than being forceful with your own views is actually trying to come to mutual decisions. You want to help lead your prospect down the road of discovery towards truth. Now even if you know the truth, you are still going to have to lead the prospect down that road. It is better if they feel as though they almost got their themselves instead of being pushed.
I think this really all comes down to not assuming anything. You have to ask the right questions to gage how much further the prospect needs to travel down the road of truth. You want your prospect to basically take a journey with you so you can both discover what is truly important to the prospect. Once you have made these discoveries then you can gage if your product/service can help the prospect accomplish their goals and achieve what is valuable to them.
BoweryJE22
This is why the relationship matters so much in prospecting and sales. Relationships naturally don’t assume, whereas a sales position usually does. When you approach a prospect like a friend, you’re looking out for their best interests and are curious to know what they care about, instead of forcing your perspective onto them.
I agree, I think that relationships are more natural. I think that sales becomes easier when you treat everyone like a friend. I also think that these people will not see you as a sales person and they will be more likely to buy from you.