Sales Lesson: Never pre-judge* (*unless your gut tells you different)
Any sales trainer worth his salt would stress to salespeople to never “pre-judge” if a prospect is going to buy or not. All too often we are wrong, or more accurately put, our assumptions are incorrect.As someone who has sold various products and services over the last 18 years, I can definitely attest to the fact that I have been surprised upon numerous occasions. We’ve all even heard the “war stories” of the “sure thing” that never happened or the “no chance in ___” buying big.Here is an exception to this all important rule: FOLLOW YOUR GUT!I recently had a sales meeting with what would be a large customer prospect. The dialogue was healthy, the dynamics of the meeting were fair. The result of the meeting was statement of interest coupled with a “not now” objection. However, the body language was off. The meeting “felt” static. It was like going through the motions.Everything was done right, but for whatever reason, I just felt that I would be barking up the wrong tree. I of course followed up appropriately to get sporadic and non timely responses. - the deal is going nowhere, just like I felt I “knew” during the meeting itself.It’s difficult to teach “gut feelings.” But when you know, you know.Advice to a new salesperson = “Never, ever, pre-judge a prospect.”Advice to a salesperson that is beginning to trust him/herself and her gut = “Never pre-judge, unless your gut tells you different.”Let Ambition Be Your Mission