Is Your Prospect Negative From The Outset? Try This…

Written by Sean McPheat | Linkedin thumb

30 June, 2016

happy and unhappy smileYou may have heard the saying that there is no such thing as reality, only people’s perception of that reality.

Without getting too Einsteinian today, there is absolute truth in that statement.

I’m sure you’ve come across statements by others that they see as real, when your ideas are diametrically opposite or, at the best, very different.

Creating a perception in another person’s mind is often the result of what you say or what you do, and it’s clear that you will want to create a positive impression in the buyer’s mind before you start building on the reasons why you are there and what you are going to present.

So, how do you ensure that the perception (an immediate or intuitive recognition or appreciation) of the buyer is positive, especially at the beginning of the sales meeting?

Here are four things that can certainly sway any mind-set towards the positive:

  • Explain what the purpose of the meeting is (to ensure their needs are met)
  • Determine the way the meeting will go, that you will not be selling them anything but helping them to run their business more effectively, more profitably or with greater productivity
  • Ensure they understand that you’ll be asking questions to make sure you get enough correct information to direct the conversation in the right way
  • Confirm that the prospect has the same agenda and they are in agreement with the way the discussions will go

What this opening session does is create a firm foundation in the prospect’s mind that the conversation will go in a way that puts no pressure on them and will allow them to share the progress rather than just sit there and be presented to.

This allows them to have full input to that progress and they will perceive it as a two-way journey, rather than a one-way monologue.

It’s so important to get this mind-set clear in the meeting.

Without it, they may feel less than positive about the meeting, because no one likes to feel they are being placed under pressure to make a decision.

This non-pressured environment allows the prospect to relax and he can be assured he will be feeling positive about the meeting.

Only then can he feel that the decisions he will be making are for the good of his company, and that is what eliminates objections and buyer’s remorse.

Happy selling!

Sean McPheat

Managing Director

MTD Sales Training | Sales Blog | Image courtesy of Big Stock Photo

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