What do I mean, start where the prospect is.<\/p>\n
Often a prospect has some prior experience with what you are selling;
\nSometimes they are already deep in a buying process, but with another salesperson.<\/p>\n
Or, it could be his misconception, incorrect perception or understanding that needs to be rectified.
\nAnd, if not rectified can lead to fatal failure-no sale.<\/p>\n
Let’s not forget about education, past mistakes or bad decisions.<\/p>\n
So don’t forget to be sensitive to what the prospect says, does or how he acts.
\nAsk questions, probe, analyze.<\/p>\n","protected":false},"excerpt":{"rendered":"
What do I mean, start where the prospect is. Often a prospect has some prior experience with what you are selling; Sometimes they are already deep in a buying process, but with another salesperson. Or, it could be his misconception, incorrect perception or understanding that needs to be rectified. And, if not rectified can lead…<\/p>\n","protected":false},"author":1,"featured_media":194,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"spay_email":"","footnotes":"","jetpack_publicize_message":"","jetpack_is_tweetstorm":false},"categories":[3],"tags":[],"class_list":["post-193","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales"],"jetpack_featured_media_url":"https:\/\/i1.wp.com\/kennyrajah.co.za\/wp-content\/uploads\/2017\/03\/magnifyingGlass2.jpg?fit=400%2C285&ssl=1","jetpack_publicize_connections":[],"jetpack_sharing_enabled":true,"jetpack_shortlink":"https:\/\/wp.me\/p87Fhw-37","jetpack_likes_enabled":true,"_links":{"self":[{"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/posts\/193","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=%2Fwp%2Fv2%2Fcomments&post=193"}],"version-history":[{"count":1,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/posts\/193\/revisions"}],"predecessor-version":[{"id":195,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/posts\/193\/revisions\/195"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=\/wp\/v2\/media\/194"}],"wp:attachment":[{"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=%2Fwp%2Fv2%2Fmedia&parent=193"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=%2Fwp%2Fv2%2Fcategories&post=193"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/kennyrajah.co.za\/index.php?rest_route=%2Fwp%2Fv2%2Ftags&post=193"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}