Earn Your Doctor of Selling Degree
To become an effective salesperson, diagnose before you
prescribe
I once traveled with an insurance salesperson who was meeting with a well-qualified potential client.
After
a few pleasantries, the salesperson asked a...
More
Earn Your Doctor of Selling Degree
To become an effective salesperson, diagnose before you
prescribe
I once traveled with an insurance salesperson who was meeting with a well-qualified potential client.
After
a few pleasantries, the salesperson asked a couple of minor questions and then began hammering the
potential client with tons of information regarding insurance options.
After ten minutes, I could see the
buyer s eyes begin to glaze over.
That s when I stepped in and asked the potential client, "What are you
really trying to accomplish here? What s most important to you?" The client s relief was palpable.
It
brought home to me a timeless truth about selling: Buyers don t care how much you know until they know
how much you care.
"But I really do care," you may protest.
And I believe you.
Most salespeople care deeply about their
clients.
It s just that many of us develop bad habits that create the perception of someone who cares only
about making the sale.
Buyer suspicion i
Less
