Thoughtful Thursdays - What's That You say?

This series of posts is all about closing a sale faster. Not being mindful of the topics on the list absolutely does not mean you will not make the sale - It might just take longer.

Things That Can Lengthen Your Sales Cycle - Not knowing your prospects' hot buttons

It is safe to say that if you offend or otherwise put off your prospect, the chances of making a sale can be significantly diminished. In the best case it will lengthen your sales cycle. It is also safe to say that it would be rare to find a person who offended that same prospect with full knowledge of doing it.

The point here is that one can lessen the chances of this happening, and therefore increase the probability of making the sale faster by recognizing what your prospects hot buttons are.

So how do you go about determining what might emotionally charge your prospect? It is not always easy to recognize, and in my experience, treading lightly on topics such as religion and politics is a good start. Learn by observation and listening. Recall the wise words: You have two ears, two eyes and one mouth; listen and observe twice as much as you speak.

Always be mindful of what might negatively impact the sales process, but it is more beneficial to key in on the positive hot buttons. If you are meeting in the prospects office. look around for clues that will help you identify what they are interested in. Are there pictures of family, sports paraphernalia, or company awards? Is the office tidy and organized? If you are meeting at your office or at a neutral location, were they on time? How were they dressed?

Show an interest in what interests them - ask questions - How old are your children? That looks like an impressive award, what did you receive it for? How about those Leafs? It is a much easier discussion when emotions are a positive ingredient to the conversation.

Remember that people buy from people they like.

Good selling,
Richard