The Real Connection with Prospects – Part 1
In professional selling, where the amount of products or services you sell can directly affect your income, it is important to understand the power you have to influence people. I don’t mean power over people, but “power with people.” The reason sales sometimes comes with a negative connotation is because some people associate it with manipulation.
In traditional sales, many people teach strategies and techniques to manipulate people. However, most people are turned off by this approach, and in my opinion, these types of techniques will rarely produce long-term results.
Most salespeople don’t understand the psychology behind selling; they fail to identify the customer’s real needs and build value in their products or services. In addition, they have a hard time motivating themselves to do the small things that are necessary to create lasting results.
If your approach to sales is to dazzle the customer with brilliance or to baffle them with your latest “power close” — and convince them that they are wrong and you are right — then you are never going to perform at the highest level.
In my next blog, I’ll talk about how advertisements connect with audiences.
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