James Schramko here with today’s tip on selling.
If sales is simply the process of change from one situation to a better alternative situation, then it’s quite logical that if you can’t improve someone’s situation, you shouldn’t try and make the sale. If someone has no dissatisfaction, or no problem or concern with their current position, there will be no sale made.
So, if you find during your prospecting that a prospect has actually got everything they ever wanted, and they’re fully content, you’re going to have a tough time making a sale because they literally can’t be better off with your solution. If your solution can’t help them out, then there’s no point putting energy into making that sale.
Now the reverse is true, of course. If you can find people who are dissatisfied, who do have a challenge with their current situation and want to improve, then it’s going to be easy to make the sale.
I know this is an obvious one, but I just wanted to put it out there because I’ve had this question about three times in the last few weeks.
I’m James Schramko. This is SuperFastBusiness.com. We have a lot more tips on things like this inside the SuperFastBusiness Membership, and I’m here to help you with your business.