Monday, June 20, 2011

A to Z Guide to Selling More: X is for X-ray

In sales, you need to use "X-ray vision” to see below the surface of situations. Prospects may smile and nod their head as you're talking, but behind this agreeable façade, objections often lurk. If you don't identify them, they could fester and prevent the sale from taking place.

We see below the surface by observing body language. Is it congruent with the customer's words? Is the buyer saying one thing with their lips while communicating something different with posture?

Pay attention to what buyer said he –and WHAT THEY DON’T SAY. Listen past what you are hoping to hear to what is really being said. For example, the buyer says, "Yes, this looks like it will fit our needs." Does that a sale today or does it mean they buyer is considering your product for a future purchase?

All salespeople use X-ray vision to try and figure out what is going on inside the buyer’s mind and heart, and they make assumptions. Great sales professionals clarify assumptions by asking questions. That stops the sales pro from misreading the buyer's willingness to buy.

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