First of all I believe we are all involved in sales to some degree. Seriously, if you ever sent out on a date or if you have ever been hired for a job, you convinced somebody else they should take an action that you wanted.
The real problem is that some have chosen sales as a career, yet they are not professional salespeople. Some have have skills that have not developed developed since they were infants and wanted to be changed.
A true professional salesperson doesn’t manipulate someone into buying something they really don’t have a need for ( they would be a con man, not a salesman )
True professional sales people know that to improve their success they need to qualify their prospects to make the best use of their time.
You can break down your prospects into 4 groups:
First you have your prospects who are no more ready to buy your product than fly to the moon (you know who they are ). Don’t invest your precious time here.
Next you have prospects that express an interest in what you offer without revealing any need. That being the case, their interest is shallow and while they are nice people they will never come through with a commitment.
The third type of prospect has evident needs, but they tend to look for the quick fix, the cheap price and “too good to be true” kind of deal. While they have evident needs, they too caught up trying all these substitute solutions that don’t work but drain their cash, time and energy preventing you from reaping any success with them.
Never waste your time and their time with the first three. Oh you might make a sale once in awhile. But more often than not,a salesperson, not professionally trained to qualify their prospects correctly will only create negative feelings by wasting their time.
A true successful professional salesperson, invests their time with the fourth type of prospect, those that have a genuine need, are willing to admit it are are prepaid to take action once you present a reasonable solution.
David Rockefeller said,” success in business requires training and discipline and hard work. But if you’re not frightened by these things, the opportunities are just as great today as they ever were.” I believe that still holds true.