Why your prospects want you to sell to them

Let’s face it, most people absolutely dread the idea of doing sales calls. Whether yours are done over the phone or face to face you probably get that feeling in the pit of your stomach as you get ready to begin. It’s understandable. Prospects can often be uninterested or worse yet, even rude! When you walk through the door their expressions seem to say “Not another sales guy. What does this one want to sell me?”

Did you ever stop and wonder why so many of them seem to have the same reaction? Are you ready for the cold hard truth? It’s you. Maybe not all the time, but more often than not, it is. When you walk into their office with a nervous look on your face and perhaps a slight quiver in your voice, you’re subconsciously communicating to them that you aren’t sure about your products, your services, your company or even yourself. For what it’s worth, much of this is a learned habit and therefor can be quickly unlearned.

By arming yourself with a few simple facts you can walk through the door with a new confidence and watch the productivity of your sales calls make astonishing progress.

Fact #1: Your prospects want your quality product or service . They are tired of dealing with the other guy - he always delivers late, poor quality and over priced products or services. They want you to show them how to work with you and turn the situation around!

Fact #2: Your prospect isn’t doing you a favor by purchasing with you, you are doing them a favor by allowing them to do business with you . You have the best there is to offer and they know that.

Fact #3: It’s not personal. If someone is rude when you walk into their office it’s usually got absolutely nothing to do with you. They could have had an argument with their spouse or got a speeding ticket that morning and took their frustrations out on you.