Don’t be fooled by happy words

Prospects tend to lead you on because they don’t want to hurt your feeling by saying NO. They want you to be in the game so they have 3 bidders even though they are not buying from you. They are not bad people. Beware don’t be fooled! Make sure they are committed. What are examples of happy words? “Sounds good” or “I’m interested.” When sales people hear these words, they often rush to the closing, without having accurately identified the prospect’s pain. Shock often follows when the client declines the opportunity to make the purchase. Handle the happy words by asking them “why it sounds good?” or “why they are interested?” That will help you address their pain that will help you close the deal.