Last week whenever David Starcher came in and spoke on selling and his learning experiences, he talked about how much leaning negative in a sales conversation can influence the prospect. He said that at times he would be in a sale and the prospect would seem hesitant and seem like they were going to say “no” to him, but whenever he addressed that saying something like “I don’t think that this is a good fit for us,” it caused the prospect to feel like the opportunity was being taken from them. If this sell is something that they are in between about, taking it away from them can make them feel like they need to be clear and not let the conversation end just yet.<\/p>\n
This is important because you want to be clear about where the prospect is at in their decision making. Sometimes you will assume they are not interested and you may be right and the conversation could end there. Questions like this cause the prospects true feelings to come out whether or not they realize it. When salespeople don’t lean negative and they assume that the prospect is going to buy from them, it causes the prospect to feel kind of trapped and makes for a really uncomfortable situation for both parties. It is almost better to assume they will not buy from you most times and they are not interested, because that will show them that you are not relying on them for their contribution. However, with this, you do not want to assume everything and cut things short too quickly if the prospect is still considering and making up their mind. Another thing to consider with this is to address this issue early-on, it is better to lean no earlier than drag the conversation out if the prospect is very clearly not interested. Overall, this makes things easier for the salesperson and puts less pressure on the prospect.<\/p>\n","protected":false},"excerpt":{"rendered":"
Last week whenever David Starcher came in and spoke on selling and his learning experiences, he talked about how much leaning negative in a sales conversation can influence the prospect. He said that at times he would be in a sale and the prospect would seem hesitant and seem like they were going to say […]<\/p>\n","protected":false},"author":3242,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-14133","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14133","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/users\/3242"}],"replies":[{"embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/comments?post=14133"}],"version-history":[{"count":1,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14133\/revisions"}],"predecessor-version":[{"id":14134,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/posts\/14133\/revisions\/14134"}],"wp:attachment":[{"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/media?parent=14133"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/categories?post=14133"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/gccwebsites.com\/startupsales\/wp-json\/wp\/v2\/tags?post=14133"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}