Don’t believe everything you sell, I mean, tell yourself

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Besides, what if I was talking with an impulsive or assertive prospect who was ready to buy? I would be talking myself right out of the sale!”

Are You Seeing What You Want to See Vs. What Your Buyer Really Sees?
Let’s defuse a costly myth. The old adage of putting yourself in their shoes is really a costly assumption that destroys many a selling opportunity. Why? Because when you “look through their eyes” or attempt to see things how you assume they see them, it is still really what you see, not what they see.

The result? You develop a sales process based on how algeria telegram data you think they buy rather than how they actually make a decision. Why? Because how you think they buy is really how you buy. (Is your brain twisted enough yet?)

If you truly want to wear their shoes, then you need to know how they think and what is important to them. Therefore, the only way to uncover how the prospect likes to process information, make a purchasing decision and the criteria they use to do so is by asking better questions.

Now, let’s take this same ineffective model of selling like you buy and turn it around for a moment. If this belief of selling like the way you buy is getting in the way of taking certain actions or asking certain questions when on a sales call, then what about other things that you are doing or saying which you think are safe to you but in fact, are not safe or comfortable for the person you are speaking with because you’re still operating off the same tool, costly assumptions!

The lesson:

Six Examples of How Projecting Your Values on Buyers Has Negative Implications