I just went to the supermarket for Elaine. (At this point, you need to know that I drive a Ford Fusion Hybrid.) So, I’m driving in the parking lot and I watch this lady get out of her minivan, and without ever looking around, walk to the back of her minivan, turn and face the minivan, point her remote at it and chirp the minivan to lock the doors. Then, she did an about face (still without looking up) and walked directly in front of my car. During her about face, she dropped her keys in her purse, snapped it shut and then looked up and was startled when she realized that she was standing directly in front of my car. She waved sheepishly, but I didn’t hear her thank me for not running her over. (I was stopped because I had a feeling.)
As I drove home, I realized that this kind of stuff happens every day to salespeople that aren’t using all of their senses. That lady may have been listening, but my car is silent in hybrid mode. If I wasn’t paying attention, she was dead. Salespeople have 5 sense and they often either aren’t using them or choose to ignore them. Either way, their sale is dead.
If you see a prospect shift their position in a chair, make a facial expression, or raise their eyebrows and you don’t find out why, your sale may be dead.
If you hear a prospect change their tonality or change one of your words and you don’t find out why, your sale may be dead.
If you put your hand on your prospect’s shoulder or hand them a sample and they avoid it and you don’t find out why, your sale may be dead.
If the decision maker won’t talk with and continues to hide behind his gatekeepers and lackeys and you don’t find out why, your sale may be dead.
If you don’t like the way your words taste when you’re telling the prospect what they want to hear (like OK, I can deliver in 2 weeks or sure, I can cut my price in half) and you don’t find out why, your sale may be dead.
Understand that your sale may be dead anyway and if that’s the case and it can’t be saved, don’t you want to move on sooner rather than later?