Pause, Read, and React

How many times have you said something without thinking that you later regret? In your personal life? In your work? It is natural for humans to react to things before thinking. Unfortunately, in sales, that natural tendency is a deal killer. When a prospect says something unexpected, a sales person may say something to generate a sale without thinking that they immediately regret. They might pounce too quickly, irritating the prospect. The sales person may not say something bad but they could have said something far better to increase business than what they did say. Without waiting to hear more or properly thinking what questions would be appropriate to follow, they may offer the wrong solution. A critical selling skill is to pause…..read…..and react. Take a moment to process in your mind what the customer said. Determine the most appropriate response. Be the optimal salesperson by exercising self-control when surprised in a sales situation.