Do prospects object to being sold to?…

Web‘Prospects object to being sold to’ is something I have heard said many times by many so-called sales gurus over the last few years.

And on a similar theme, although somewhat less often, by sales managers…

‘My salespeople do not really like selling’ 

Here is my view, which covers both of these comments…

My favourite definition of selling, which I composed fourteen years ago is this…

‘Selling is about exposing companies and individuals to problems they maybe never knew they had and to opportunities they maybe never knew existed, and then showing them how your idea, product or service can help the solve the problems or exploit the opportunities – and asking them to buy.’

I do not believe any prospect objects to being shown how to solve problems or exploit opportunities, or being asked to buy if they agree with a salesperson’s solutions.

Neither do I see anyone in sales not wanting to help prospects solve problems or exploit opportunities. And if the prospect agrees with those solutions, being reluctant to ask them to buy if they have not already asked to.

Bruce King


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