Did You see it?

I very often encounter this phonomenom when providing sales training and sales consultancy. Very often sales people are blind to what is happening around them.

Why is this?

Very often it is because they have a preset expectation of an outcome and all of their sales questions and what they are listening to is designed to confirm and arrive at the answers they need. This ‘focus’ on an outcome makes you unaware of what is happening in the sales call and the sales opportunities around you.

Worst of all it can alienate the prospective client as their needs are very often skimmed over whilst trying manouver the meeting to ‘your succesful outcome’.

Don’t do it! Concentrate on the person you are meeting with.

Have your top three outcomes of the meeting planned and be prepared to focus on the prospective client and what they need. The best sales training available can help ylou here!

Next time you are in a sales meeting and see something out of the corner of your eye – make sure you havn’t just missed a moonwalking bear!