As the saying suggests, “walk a mile in their shoes” before making judgments and recommendations. Before you can really understand what your prospects want or need, you must understand what they feel.

Respect their point of view, even if you don’t agree with it. Learn to empathize with them. This doesn’t mean that you give up your own point of view; it only means that you can understand theirs.

Caution! Don’t confuse empathy with sympathy.

Understanding someone’s point of view and thinking process allows you to more fully grasp their situation or problem. You are then in a better position to determine if you can help and exactly what type of help is most appropriate.

However, when you allow your understanding of the prospect’s situation to affect your own position, you move into the realm of sympathy. When that occurs, you are likely to lose your objectivity, your focus, and quite possibly, the sale.

© Sandler Systems, Inc. All rights reserved.

Jeremy Rawitz 347-385-8500

Call to attend a Class

Greetings,

When used at the wrong time, your product knowledge and expertise can be intimidating to your prospects.

If you use buzzwords, technical terms, or industry jargon early in the selling process, before determining if your prospects are familiar with those terms, you run the risk of making your prospects uncomfortable.

At that point, they have two choices: They can be up front and tell you that they don’t understand some of what you said and ask you to explain (which might make them more uncomfortable). Or, they can remove the source of their discomfort - YOU! What would that sound like? “Well, Tom, I didn’t realize that we would get into such detail today. I’m running a bit short of time. Why don’t you leave the information and give me some time to review it and then I’ll get back to you.”

Your product knowledge and expertise enhances your confidence. Having a vast amount of information about your product or service may increase your comfort level with and control of your sales meetings. But, that doesn’t mean that you have to flex your intellectual muscle in front of your prospect. Product knowledge should not be used to overwhelm or wow your prospect.

During sales meetings, be sensitive to your prospect’s facial expressions and body language. If you suspect that you’ve made your prospect uncomfortable, back up. Here is what that might sound like: “Bill, I just ran through that information much too quickly. Let me back up.” Then, review what you’ve just said using more appropriate language. © Sandler Systems, Inc. All rights reserved.

Join a class on August 18th from 9 to 11 am.

Call Jeremy at 347-385-8500.

Sales Strategy Corp.