Self-Survey:

Ask yourself if any of these fears keep you from asking qualifying questions to prospects.

• Fear of being rejected by the prospect (Business owner)
• Fear of embarrassing the prospect (Business owner) or yourself
• Fear of failing to elicit appropriate responses
• Fear of succeeding
• Fear of having to follow through with a sales close

When any of the above fears get in the way of your job, you, rather than the prospect (Business owner), commit sales sabotage. You, not the Business owner, erected your own sales barriers, these barriers prevent you from taking the steps to closing the sale.

Two key behaviors that directly contribute to sales short circuits by keeping you from controlling the buyer are (1) procrastination and (2) disorganization.

• Procrastination: we don't do what needs to be done. Why, usually because of fear, check out the above list.
• Disorganization:is counterproductive to successful selling. When we fail to have at our fingertips and on our lips those qualifying questions that elicit the information we need to use our time wisely and become more productive, we are then disorganized. When we fail to keep copious notes on our previous visits with our customer, we are disorganized.

Both Procrastination and Disorganization seem to feed on each other. They go hand in hand, usually if you have one the other is not far away. If you can conquer one the other will usually be easier to overcome. There is a saying:

"If you can't change the price,

change the value that

your product or service has

for your prospect."

What the sensible salesperson does to control the buyer is to find out what the buyer really needs. Only when armed with that information can the salesperson give the buyer what they want. How do you arm yourself with that information? ASK QUESTIONS! and LISTEN CAREFULLY TO THE ANSWER! Learn when to talk and when to LISTEN, LISTEN, LISTEN!

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