Experienced Sales professionals have strong personalities and the ability to analyze information and present a solution based on needs and benefits. They are able to lead a conversation and position questions that ultimately lead a potential client in a pre-determined direction. The area that keeps Experienced Sales Professionals from becoming Exceptional Sales Professionals is the ability to analyze information not only from their perspective but from the perspective of their client. How many times have you positioned a solution or product and your customer did not want to move forward and you could only think, "Does this guy not see how this will help him". The solution is to place yourself in the situation of your client and from their standpoint, view the potential consequences or pitfalls with the proposed solution. Clarify their objection and uncover the underlying issue. What would make you comfortable? What would make you say o.k, I'm willing to move forward? Acknowledge the concerns of your client from their view not your own. This will help to create a relationship of understanding and further build their trust in you and your solution. BE A KNOW ALOT NOT A KNOW IT ALL.
Happy Selling
