When you’re in conversation with someone who might buy from you, once your prospect has begun to speak, be sure that everything you say is tied to what he or she just said.
So if your prospect says, “My insurance situation is fine… I’m not making any changes…,” you should say: “Wonderful—you’re doing well with your insurance, no changes needed.”
Many prospects begin by saying they don’t need whatever you have to offer. Sometimes they really don’t need it—and sometimes they just think they don’t need it—but other times, the person’s EGO is talking.
Think about it this way: is your prospect going to say, “You know, I’m an idiot. I’m doing business with this other company, and their service is just rotten. I wish I’d never bought from them!”?
Rather than paint themselves as idiots, most people will say, “I’m happy with what I have,” even if they’re really suffering!
Over the next few weeks, we’ll look at the issue of ego in selling, how to compliment sincerely, selling with a Clean Heart Position, keeping the conversation going, and avoiding manipulation in selling.