Mastering the Art of Present-Moment-Selling
Mastering the Art of Present-Moment-Selling
You have bills to pay; genuine pressures, and you’re going to fall short, unless you make this sale, and the next, and the next after that.
Your prospect is sitting pretty, a salaried type that can string you out, forever. Calm and cool, he is your diametric opposite.
This seems like a prescription for failure, doesn’t it? You NEED this order, and he doesn’t.
At times such as these, you start monitoring your dashing heartbeat, sweating palms, becoming introverted. Nonverbal cues signal distress to the buyer, who interprets your insecurity as the product’s defect.
He starts having an aversion reaction, feeling there is something wrong with you, the offer, or both. Leaning away, you become more aggressive, and tension fills the room.
Clearing his throat, he
