Top sales people have learned a simple lesson about sales. Every prospect starts out planning to say “No” and expecting you to present a logical value proposition. So, if you go in with a logical value proposition, the prospect will do exactly what they planned to do in response… TELL YOU NO!
The way around this inevitable conclusion that so many below average sales people face is to win the prospect over emotionally before winning them over logically. In today’s video / podcast episode, I talk about how to do exactly that. Take a few minutes to watch or listen and start building trust before closing on logic.
Make it a great day!