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Home / Articles / Columnists / Strategic Selling /  Different Wavelengths
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Friday, August 7,2015

Different Wavelengths

By Bob Burg  

A common hindrance to closing arises when you find yourself with a prospect that is on a different wavelength from you. One of the most important rules I ever learned in sales was that “ many people are prospects, but they are not all your prospects”.

Sometimes there is positive chemistry between you and the prospect; sometimes there is not. This does not mean that there is anything wrong with either of you. There is simply a mismatch of temperament. Somehow the two of you don’t get along very well. No matter how pleasant and polite you are, you find it impossible to build a friendly relationship.

Perhaps you are well educated, but you are talking to an uneducated prospect. You may be an analytical person who finds yourself speaking with a people-driven or results-oriented individual. Maybe you are brisk, but your prospect is laid-back. This happens more often than not.

Many people are prospects, but they are not all your prospects.

important rules I ever learned in sales was that “ many people are prospects, but they are not all your prospects”.

Sometimes there is positive chemistry between you and the prospect; sometimes there is not. This does not mean that there is anything wrong with either of you. There is simply a mismatch of temperament. Somehow the two of you don’t get along very well. No matter how pleasant and polite you are, you find it impossible to build a friendly relationship.

Perhaps you are well educated, but you are talking to an uneducated prospect. You may be an analytical person who finds yourself speaking with a people-driven or results-oriented individual. Maybe you are brisk, but your prospect is laid-back. This happens more often than not.

STRATEGIC SELLING

Chairman and CEO of Brian Tracy International, a human resources company specializing in the training and development of individuals and organizations. President of Brian Tracy University, a private online University for Sales and Entrepreneurship (www.briantracyu.com).

 

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