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
AND
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
because
when a prospect doesn’t know,
we engage them
with information
and
when a prospect doesn’t care,
we engage them
with emotion.

Know why your prospect
doesn’t respond.

This entry was posted on Sunday, May 26th, 2013 at 6:00 am and is filed under Sales. You can follow any responses to this entry through the RSS 2.0 feed. You can leave a response, or trackback from your own site.

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