Thoughtful Thursdays – Are you the sales obstacle?
There are any number of obstacles faced every day by the professional sales person. Today’s thought is about one that is often overlooked.
Overlooked because it requires a degree of self-evaluation and an admission to its existence before it can be addressed. This obstacle is not exclusive to the rookie or experienced sales professional. It is the situation where we find ourselves getting in our own way of making the sale.
A way to tell if you might be the obstacle includes reasons for the sale not closing beginning with the words “I think”, followed by any of the following:
- that the customer won’t be interested
- our price is too high
- that our product is not suited to that application
- they already have several sources
What you think is important, don’t get me wrong, and believing in what you think is also very important, however in this case it can lead to you being the obstacle. Before accepting what you think as reality, challenge yourself to acquire the information and replace the word “think” with “know”. Once you know, then you can address the situation accordingly and get on with closing the sale.
Good selling,
Richard
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