SLH SALES TRAINING MORSEL #3

‘TIS BETTER TO ASK THAN GUESS

I find it interesting that so much of traditional sales training – what I call “Urban Sales Legend” – focuses on the Buyer. And, a lot of that topic focuses on “reading” the Buyer’s “body-language.” That, then leads into what a Seller should do as a result of that interpretation, conclusion or guess.

So, what does it mean when a Buyer sits forward? It could mean that they’re interested. Or, that it is a “buying signal” and that they’re really interested. Or, it could mean a myriad of other things, none of which you’ve considered.

So, what can a move forward mean? That their back hurts, that they can’t hear well. Maybe they’re just in disbelief at what the Seller said or didn’t say.

What if our assumption about that Buyer’s action takes us farther from the truth? What if what we think gets in the way of reality? How many of would prefer to think we’re right than know we’re wrong? The answer to that question will determine what kind of a Seller we are and can be.

The simplest – and most logical and rational – way to determine what someone is thinking or feeling , is to simply ask them. Ask them “what’s going on?” or “what do you think?”  Or “how much sense does that make?” They will tell you.

Get out of the guessing business and into the asking business.

Good Selling.

SLH℠ Sales System “Morsels” are meant exclusively for non-commercial use by the recipient. No modifications of any kind may be made without the written permission of SLH℠ Sales System.