You Have To Buy Time To Make A Sale
To become more successful in your approaches, you have to first recognize that you have two sales to make, not just one.
First, you must sell the prospect a desire and willingness to give you enough time to tell your story.
You have to separate the suspects from the prospects.
If you’ll regard that as a separate sale, you’ll soon discover that you’re increasing the number of sales per attempt ratio - your rate of conversions. You’ll also increase the amount that each sales call is worth to you.
Why ? Because a prospect that’s willing to listen, will listen more closely and with less resistance than one whose consent hasn’t been gained before the presentation begins.
You can try to force feed your story to a prospect, but they won’t eat. Nor will they enjoy it or your company.
Also, it’s much easier to get a prospect to give you ten or twenty minutes of their time than it is to get them to give an order - yet you cannot get the order until you get the time to tell your story.
If you try to force your story on people without their consent, that’ll only add to their resistive powers. It also empowers them at the absolute worst time for you - a fact that’s easily proven by the number sales calls that are stopped after a few minutes by the prospect impatiently telling you that they aren’t interested.
Spend that first few minutes devoted to finding out if the person is interested and you’ll waste less of your time and be more successful.
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3 Responses to “You Have To Buy Time To Make A Sale”
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Thanks,
David
Hey Mike;
Great post.
I think another problem is that sales folks are too quick to “sell.”
I had one of these situations occur yesterday and it prompted me to blog about it.
PEOPLE: Slow down and get to know prospects!
Mike
Thanks for the affirmation Mike.
And that was a great post you wrote.
I appreciate you adding value around here.