Thoughtful Thursdays – Stop preaching to the choir!
We have all probably done it and will do it again. I am talking about spending time trying to convince prospects who do not require any more convincing. On the surface it does not make sense yet it happens time after time.
Today’s though is about preaching to the choir.
How do you know if you are preaching to the choir? Listen and look for the signs.
- Your prospect may be nodding their head in agreement
- They may tell you that they are on the same page as you
- They respond positively when asked if they do agree
- You begin to lose their interest after having gained their attention
It is comforting and reassuring to preach to the choir as objections are few and far between. The challenge is to recognize it and move on to the next phase of your sales cycle.
Time is one of the most valuable resources and your prospect will appreciate you making the best use of it.
During your next sales call look for the indicators that tell you to move the conversation along and do it.
Good selling,
Richard
Have a question about sales? Contact Sakanashi and Associates Inc. and I will respond.
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