See it the prospect’s way

Prospects have the right perspective on things. At least as far as they are concerned. And since they hold the purse strings, that is all that matters when it comes to making the sale. They may actually be totally wrong. But from their perspective, they are right. It is usually futile and (a losing sales practice) to try to logic them out of their perspective. A better strategy is to attempt to understand exactly how they see it, then ask them questions in such a way as to allow them to come to their own conclusion … the one that you want them to get to. That is the essence of consultative selling. It all starts with a mindset that it is imperative to “See it the prospect’s way”.