By k | May 26, 2013 - 6:00 am - Posted in Sales

A survey in a professional magazine
had the headline
11% Of People Don’t Know.

When I looked at the survey results,
I discovered
this figure consisted of
people who didn’t know
people who didn’t respond
to the question.

I see this often in sales.
A saleswoman will ask
a question.

If she receives no response,
she assumes
the prospect doesn’t know
the response
when the reason
could be
the prospect doesn’t care enough
to supply an answer.

This is dangerous
when a prospect doesn’t know,
we engage them
with information
when a prospect doesn’t care,
we engage them
with emotion.

Know why your prospect
doesn’t respond.

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