So what do you do when you identify a prospect's Soft Spot?
You utilise it to start a conversation.
Remember - Sales is very Psychological. The underlying message you want to continuously convey to your prospect is that you are trust worthy, and not a hustler.
This works in two ways;
1. Converse with the prospect at the beginning of the meeting in order to Build Rapport
2. Converse a little more towards the end of the meeting in order to convey that a good relationship is far more important to you than money. Trust is Key.
I've often been asked whether one should seal the deal at the first opportunity and move on, or converse more in order to build the relationship before sealing the deal. My answer is always the same; converse a little more so as to build the relationship.
Start seeing Sales as more than just money. See it as Building Relationships. This will guarantee Consistently Excellent Results, and Fruitful Long-Term Business.
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