“Product Pushers” and “Policy Peddlers” are everywhere and they are known by many names, most of them very unflattering. They are the salespeople who present their products prematurely before they have truly understood what the clients needs and truly wants. Usually, before the client is ready to think about a solution. These salespeople are much better at talking than listening. Needless to say, they are more focused on making a sale, than helping the client to get what they really need and want.
They are the salespeople who are consistently telling people what THEY believe their problem is, instead of asking open-ended questions to get them to tell themselves what their problem is. Consequently, when these salespeople present their solution, they invariably get a wide variety of objections, with the final objection of… “I need to think about it!”
How often are you getting a lot of objections, with the final objection of… “I need to think about it?”
Would you like to make it much easier to get your clients to take action on your solution?
Then remember… “TELLING IS NOT SELLING!”
Ask questions to get them to tell you what’s important to them?
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