Don’t avoid what the prospect is resisting in the sales discussion because it may point to the real problem. It is a natural tendency to avoid difficult topics of discussion. So when the prospect either refuses out right to discuss something or skirts the issue it is imperative that you steer the conversation to those topics. If they outright refuse to talk about it ask why they don’t want to discuss it. If they are skirting the issue just ask questions to get to the heart of the matter. If you don’t do this your sales conversations will be filled with “happy talk” and you will come away thinking that it was a “great conversation.” When sales people tell me it was a great conversation it usually means that no progress was made on the sales call. the sales call may be uncomfortable for the prospect but that may be necessary to help them with the problem they are having.
Go with the resistance
April 30, 2015 by
