SALESPERSON'S OBJECTIVE

In many sales calls, there is a mismatch between the prospect and the salesperson. The salesperson wants to sell something, but the prospect does not want to buy. This can cause the prospect to (1) be protective of information, (2) not listen to the salesperson because he is waiting for the strong close or (3) not develop trust in the salesperson.

One of the reasons this situation can occur is that the salesperson does not clearly state what her objective of the meeting is. Absence of this, the prospect can only assume that she is here to "sell me something."

Challenge your salespeople to always tell the prospect what their objective of the meeting is. Eliminate all the guessing. It is simple as asking the prospect, "can I tell you what I would like to accomplish in today's meeting?" The prospect will never say no and the meeting will be much more productive.