The whole purpose of an engaging conversation is to communicate the intended message. Would you agree? Have you ever finished “communicating” and wondered, what don’t I know or “what are the voids?” Most of us that have been selling our whole life continually ask ourselves (usually after the fact) is there anything else that I could have said or done that would have had more impact or caused an even better decision (the purchase).
Recently, I was reading something that was asking the question, “What do you know?” That made me think about the sales process and what we know vs. what our prospect or client knows. It’s always been my position that if you listen, your prospect or client will tell you what they want or need in order to buy. The key is listening. However, we are dealing with human beings and all of us have stress that many of us know nothing about. Therefore, they could “forget” to tell you something. Something that upon close examination could make all the difference. How do you know? [Read more…]