Sales People are Professionals – Part 6

Professionals stay objective, they don’t get emotional. Ever go your doctors and get back news. Notice your doctor may be sympathetic, but they don’t get emotional.

We wouldn’t want them to be. As professional sales people, we have to do the same but a lot of times we don’t stay objective.

We start to form personal opinions about our prospect because the prospect becomes resistant or nasty. We have to step back, staying completely objective leaving our emotions at the front door step, analyze and diagnose the customer’s real problem and provide the solution. Professional sales people acquire the skills and behaviors to stay objective. It is not an easy skill to learn but it probably wasn’t easy for your doctor either.

This is Mark Miller with Strategies for Success, Sandler Sales Institute, 713-957-2377. And that’s TODAY’S SALES MEETING MINUTE.

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