Far too often many sales people are so focused on getting the deal or communicating their message that they don’t hear the comment that sold the deal. Then they talk ourselves out of it.
Typically what has happened is even though they put on their consultative selling skills and asked questions and “listened”, they allowed their thinking to get high jacked. They heard something and while the buyer was talking they allowed their thinking to chase down a thread of thought. Perhaps they heard the buyer start talking about the challenges she is facing that our product can’t help. So they checked out.
Meanwhile 60 seconds in she (the buyer) mentions that her existing firm has just told her they are converting the manufacturing line. If you had been listening, what questions could you have asked that might have opened an opportunity based on that experience?
Instead of allowing ourselves to be distracted we can listen mindfully. We can recognize when we are distracted and let the distracting thought go and come back to our meeting with the buyer.
Want to stand out with your buyer? Want to be different from the other guy? Be fully present when you are with your buyer, listen mindfully, ask good questions and allow them to discover your solution.
You will be pleasantly surprised.
PS Do not interpret this to say don’t be selling, I like the phrase lets facilitate their buying.
Take Good Care
