The most dangerous word in the English language for salepeople is "assume." If you find yourself thinking, "They won't sign with me if I offer them this program," or "I know they won't be happy if I save them only this amount," you're assuming a response before it happens. Every time you do this you build a mental hurdle blocking your sales success. Second-guessing yourself creates indecision.
Remember, people buy for their reasons, not yours. If you make assumptions about a response, your assumptions are most likely based on your objections or your reasons. Your merchant doesn't need to tell you no - you're doing it for them.
Eliminate all negative opinions from your thoughts and approaches. Eliminate assumptions. Once you accomplish this, your confidence will rise.
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