My mouth is still agape after reading this article in the MSP Business Journal – How to close a sales more effectively. The first howler: Anyone involved in sales knows silence can kill deals. If you present your best recommendations to a prospect and stop talking, he might say, “That’s food for thought. Let me think about it. I’ll get back to you.” What? No, not true. The problem the vast majority of salespeople have is the inability to use silence. A pregnant pause is a powerful tool that helps bring forth information. It is important to remember that the person asking the questions is actually the person controlling the… Read More
Continue ReadingProbing For Pain
Saleshq.com has an excellent article for any salesperson in any market – Do You Probe For Pain? We use the term “pain” in our discussions though it sounds a bit dramatic. Even so, it is the most descriptive word for qualifying. The article explains why: People are fundamentally motivated in two main ways: 1. What problem or pain they can avoid and move away from 2. What pleasure or benefit they can move towards That is absolutely true. The key here is that people move away from pain faster than they move towards pleasure. As described later in the article: If a prospect feels content with their current supplier or… Read More
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