March 8, 2016 – Discovering

During no point in the sales process should you push forward if the customer isn’t ready. It’s a common pifall for sales reps to fall into that old always-be-closing mentality, but that almost always backfires. Don’t rush your customer through the sales process. Allow her time to ask questions. Listen to her answers. Ask for feedback. Address alternative options that she is considering. Discuss what the consequences of her go or no-go decision might be.