When it comes to making a sale we can all get a little excited. That excitement, unfortunately, can work against us by scaring off our prospect. Prospects (just like you and me) do not like to be put under pressure ina selling situation. They become very creative with their objections and reasons for not committing to saying yes to your proposal.
Picture a scene where you are trying to coax a skittish pet to come to you by holding its favorite treat in your hand and running towards it saying: “Come Here!”. Well people are similar in their reactions to an overly full on sales pitch – even if what you are selling is what they need. Next time you find yourself in a sales situation try the following:
Now, if the prospect is happy to talk to you and appears open to questions, you may do some qualifying.
Use the MAIN technique here. Do they have the: