Make It Easy For Your Prospects To Be Loyal
Something important to ponder while on your sales journey: Even though your prospect ultimately determines if the sale happens, it’s also true that he or she WANTS to give you the sale. And not just one sale: many, many sales. Referrals, too. In short: prospects want to be loyal. That’s why successful sales professionals don’t pull sales out of their prospects. Rather, they position their solution, and themselves, in a way so that prospects want to buy. And, as I said: they want to buy again, and again, and again. Your job, therefore, is to tap into this basic fact that prospects want to be loyal. You don’t have to convert them into this kind of mindset; they already are in this mindset. You simply have to position your solution to align with this reality.