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Has this ever happened to you? You’re in discussion with a prospect about the possibility of working together. The meeting is going well. You’re working your way through all the questions you know you’re supposed to ask at this stage. You’re paying close attention; you’re taking notes. One of the questions you ask strikes a nerve with the person to whom you’re talking...

What’s the least comfortable you’ve ever been during a discussion with a prospect?

Have you ever gone out shopping for something and run into a salesperson that was a little too eager to show you exactly what you were looking for? And maybe the pressure you got from the salesperson didn’t help you feel warm and fuzzy about the buying experience. At that point, you really felt like getting out of the situation, and out of the store so you could see what was available elsewhere.

So what did you do? You extricated yourself from a potentially awkward situation with that salesperson by uttering the magic words: “I just need a little time to think it over.” It worked. You were free!

As selling professionals, we hear this all the time, don’t we?

If you start with the right people…for the right reasons, deal with potential problems in the early stages of the process, rigorously qualify opportunities, and ensure that you and your prospects are on the same page at each stage of the process, you’ll be able to complete the selling process in a shorter period of time… which in turn means more sales… and more profit or commissions.

Most everyone knows the importance of defining their goals, but very few actually take the time to determine precisely what they wish to achieve, and then build a plan to accomplish just that.

It’s that time of year! In the coming days, every selling professional will be hearing some of the most dreaded words from prospects. What’s most unfortunate is that most selling professionals will agree to call back, and then invest valuable time chasing these decision makers, when they already know the outcome of their efforts.

If you lose a big sale, have a bad month, or don't make quota, what is your typical first response?

Each time you entertain a negative thought about your ability to achieve a goal, solve a problem, or deal with any situation, you’re poisoning your own well - filling your subconscious with negative unproductive thoughts that it eventually accepts as FACTS, despite the lack of any evidence as such.

Did you ever have a conversation with a prospect who suddenly, and for no apparent reason, became unreceptive to perfectly good advice?

There's a rather common belief among selling professionals that business slows down in the summer months. However, this is mostly a self-fulfilling prophecy created by professionals telling themselves that despite strong efforts, the summer months will be tough.