There’s a reason why entrepreneurship and sales are talents and skills; something that can be improved, studied, and trained.
While there’s plenty of work to put in to get good at the upfront convincing, the marketing, the initial conversations – what sets a remarkable salesperson apart from a mediocre one is being able to note when a potential customer is on edge, rather than ready.
There are people that will certainly follow your buyer journey, but there are others who will somehow find themselves at the purchasing moment from a different path.
That path, might be one of necessity or exhaustion or complete and utter disappointment in the alternative they just tried last night and was ineffective. They’re going to be tired, a little defeated and emotional.
The problem, of course, is that it’s easy to view these people as convinced of your story, sold on what you’re offering and understanding of your value.
But the reality is these people aren’t. They’re on edge, rather than ready.
The tenured entrepreneurs and caring salespeople will see that even at the end of a buyers journey, different people need to be treated different.
And no surprise, it starts with listening, not selling.
Stay Positive & Make More Than Just A Sale
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