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In court, a person on trial is considered innocent until proven guilty.
I want to adopt a similar mindset for our customers:
A customer is REAL until proven not!
Too many times I see salespeople who don’t assume the sale when a new prospect enters. They sit back and they wait for their customer to prove that they’re a real buyer.
It’s not the customer’s job to prove themselves to you! It’s YOUR job to expect the sale each and every time.
Here’s a recap of everything in this episode of 5 Minute Sales Training:
They’re not gonna buy. I mean, look at how they’re dressed. The weather is kinda gray, and the economy isn’t very good, and Jupiter isn’t in Virgo.
Do you ever have that “prove-it-to-me” mentality?
The prove-it-to-me mentality in sales says, “You prove to me that you’re a real prospect, and I’ll prove to you that I’m a real salesperson.”
There are salespeople out there that are literally making their customers perform for them in order to know, “Should I really take you seriously?”
This is really, really bad.
Oftentimes, you see this mentality in the very questions that get asked, questions like, “How can I help you?”
You might as well say, “You go first.” That’s really what, “How can I help you?” means.
Here’s the difference between a great salesperson and everyone else.
The great salesperson has a presumption about every customer, “I know why they’re here, and I am about to get that sale.”
Great salespeople have a core belief about every prospect they come across. The core belief is, “This person has a problem, or they wouldn’t be talking to me in the first place, and my job is to solve their problem.”
Are you presuming success? Are you expecting the sale?
I just have to ask you, how would it change your presentation if you knew that your prospect was gonna purchase today?
Let me encourage you to look at your sales process with the end in mind.
If you looked at your sales process and said, “This is going to end with me asking, “Would you like to purchase today?”
If I’m going for that final close, how would it change the way you started?
How would it change everything along the way if you knew that this was going to end with asking for the sale?
How would it change even the way that you said, “Hello”?
How would it change the early discovery?
How would it change the way that you walked them through the process?
How much would you be inclined to drop small closes all along the way?
Everything changes when you begin with the end in mind.
I want to challenge you this week to pull apart your sales process and ask yourself the question, “How much am I asking with expectation that they’re here to buy? What am I doing in the thought that they are going to purchase today? What could we do? What questions could we ask? What steps could we take that would put us on that path more quickly?”
It all begins with you expecting the sale. Because if you believe that they’re going to buy, it’ll change everything, and that’s when you have the opportunity to change their world.
Until next time, learn more, turn more.