Episode 17- How to Sell with Non-Verbal Cues

Description

When customers commend you for your presentation, you may think that should count as a win. However, this is not always the case; instead, you should be trying to figure out what the customer isn't telling you. Specificity is what we need, and generalizations kill clarity. We should be focusing on three things which are: did we sell the call? Did we not sell the call? Or we couldn't get them to answer today, but we will come back to them for a final conclusion. 

If you're not emotionally invested in the solution, there really isn't enough effort to get a sale. When you show your presentation and explain the project, and the customer shows that they are interested but there is an objection that shows and they're not willing to admit it, that means they are still on a logical brain. They will probably be thinking, "there's gotta be better and cheaper options elsewhere."

To get them out of this mental barrier they shield themselves with, you have to communicate with them and understand why they aren't committed to the options you've presented. Once you see the problem as to why they're hesitant, only then will you be able to help them make the necessary decision. Our best action to move forward can only happen when we are on the same side of the line as the customer, which allows you to look at the problem together.